1. Fact Finding Notice: This training material, including all handouts, video, written documentation and verbally--provided training, are considered confidential proprietary and trade secret information. No reproduction, video, audio or other recordings or disclosure of this information may occur without the express written consent of the home office of Bankers Life and Casualty Company, Bankers Conseco Life Insurance Company and Colonial Penn Life Insurance Company.

2. NASv – Fact Finding| 1 Bankers Sales Model

3. NASv – Fact Finding| 2 Fact Finder Role Play  The objective of this role play is to complete a Fact Finder asking all questions and writing down answers on the Fact Finder. Be sure to practice using open and closed probes.  You should each have a Fact Finder and chose a prospect profile (Bob and Helen Anderson: pages 11-12 or John and Alice Hemsley: pages 13-14).  Two rounds of role plays—once as agent and once as prospect:  2-3 minutes to prepare for round 1  30-40 minutes to conduct the role play  5 minutes to debrief  Switch roles and repeat for round 2