Copoloff | Financial Services



Taking the time to discover what someone’s greatest areas of concern are, what they want or need most from you, and what their unspoken desires are creates a high level of trust and rapport.

1. Ask WHAT, not WHY. Why?

Because “What...” is a neutral, fact finding question that produces a thoughtful, factual response. Why questions often ask people to explain their feelings, actions or behavior which can trigger a more emotion-based, defensive response.

2. Lead in with general questions and follow up with more specific questions.

Begin with GENERAL WHAT QUESTIONS:

Examples: “What are the greatest problems facing...?”

“What is most important to you related to...?”

“What events have occurred since...?”

Follow up with SPECIFIC WHAT QUESTIONS:

Dig deeper, consider learning and personality styles, get personal.

“What plans are in place for the continuation of your business?”

Finish with SOLUTIONS-BASED WHAT QUESTIONS:

Examples: “What solutions to this problem can you identify?”

“What action steps would you initiate to solve this problem?”

“In what ways might we...?”

3. Ask open ended questions that require more than a yes or no answer.

4. Ask for responses to each question.

5. Understand the other person’s personality style and learning style.

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SAMPLE “WHAT” QUESTIONS:

( What are the main reasons you have purchased life insurance in the past?

( What concerns do you have about your estate or financial plan at this time?

( What are the reasons that you would stop using a particular (or your current) advisor?

( What are the primary reasons that you invest in these products, policies, programs, etc.?

( What could your advisor do to provide you with better service?

( What are the reasons you use your current team of advisors (attorney, accountant, etc.)?

( What life changes have occurred since your last review?

( What qualities in an insurance company motivate you to purchase their policies?

Use the following list of what questions the next time you meet with your clients so that you’ll know what is really important to them!

What are the primary reasons you would choose one life insurance advisor over another?

What qualities in an insurance company motivate you to purchase their policies?

What were the primary reasons you have purchased life insurance in the past?

What are the primary, permanent needs that would affect your life insurance purchase at this time?

What are the temporary needs of yours that would prompt your purchase of term (or any other temporary) coverage?

What other financial issues that could affect your life insurance purchase now?

What has changed since your last review?

What are the primary assets you would like to preserve on your death?

What are the main factors for you when deciding to purchase life insurance?

What are the top concerns or problems that exist in your current financial plan?

What are the best features of your existing financial plan?

What are your thoughts about improving your financial plan?

What are the primary reasons you chose your current accountant?

What are the primary reasons you chose your current attorney?

What are reasons you have not purchased (whole life, universal life, etc.) “up to now”?

What are the primary reasons you would increase your coverage at this time?

What parts of your life insurance policies you would like to understand better?

What confuses you the most about your life insurance coverage?

What key things you would like to know about your life insurance advisor?

What would cause you to stop using a particular advisor?

What are your primary requirements for good service from your advisor?

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“A problem well-defined is a problem half-solved.” Albert Einstein

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Advisor “What” Questions

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