Discovering the Need/Want (Information Gathering)
Your first step in selling investments is to meet with your client/prospect and go through a fact-finding/discovery process to find out his or her objectives and experience with investments. While discovering your client's goals, you have the opportunity to establish lifestyle goals and analyze needs and wants in three distinct areas, including protection against both death and disability, accumulation for education and other longer-term financial objectives and retirement in order to supplement other income sources. This type of fact-finding will ingratiate you with the client/prospect and this information will provide insight into your client/prospect's needs and wants that may otherwise be overlooked.
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