Section I of the Data Taker gives you an opportunity to start exploring estate planning solutions, including possible product recommendations. It does this by identifying, in quite specific terms, the big-ticket income and estate goals held by the prospective client. As you cover this section, take time with each item to delve into the "feelings" behind the facts. This is a good place to begin laying out general planning ideas for the client to consider.
In the case of John and Mary Stevens, some of the questions (dealing with their children) may seem irrelevant, but on closer inspection, they still can prove a useful way to identify financial needs. For example, John and Mary's children are grown and out of college, making the questions about saving for college seemingly not applicable. However, the couple's wills indicate an interest in setting up an educational trust for their grandchildren. An asterisk here can convert this from a question of their children's education to that of their grandchildren.
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