1. The Art of the Factfinding Experience™ International Insurance & Finance Congress 2008 Joey Davenport

2. Paradigm #1 ComplianceAlignment

3. Paradigm #2 TransactionalRelational

4. Paradigm #3 SurfaceIn-Depth

5. Beliefs The sale is made in the factfinder. The process is the product.

6. CLOSE SOLUTION DESIRE PROBLEMS FACTSFEELINGS

7. CLOSE SOLUTION DESIRE PROBLEMS FACTS FEELINGS

8. CLOSE SOLUTION DESIRE GAPS FACTSFEELINGS

9. T I M E TENSION RelationshipTension Internal Tension (Desire)

10. Factfinding Process Make a Connection Capture Desire Create Alignment

11. Making a Connection: Active Listening

12. “The key to the heart is the ear” Voltaire

13. “The deepest principle in human nature is the craving to be understood and appreciated” William James

14. “Seek first to understand, then to be understood” Stephen Covey

15. Capturing “True” Desires

16. Courageous Conversations Why do advisors avoid engaging in these difficult conversations? Why do prospects and clients avoid these difficult conversations? What are the benefits of engaging in these conversations?

17. Premium Need for Life Insurance

18. Premium Need Life Insurance Sell Your Home

19. Premium Need Life Insurance Sell Your Home Leave School/Friends

20. Premium Sell Your Home Leave School/Friends Need Life Insurance Student Loans

21. Premium Need Life Insurance Student Loans Leave School/Friends Lifestyle Impacted

22. Creating Alignment

23. CMAMA™ To what extent is the commitment: CLEARMEANINGFULACHIEVEABLEMEASURABLE AGREED UPON

24. Conclusion