Identifying pain is one of the most important steps in the qualifying process. If prospects aren’t experiencing pain that can be alleviated by your products or services, there is no sales opportunity to pursue, and the sooner you discover that, the better. Join Dave Alison, CFP®, EA as he interviews best-selling author and sales trainer Jody Williamson of Sandler Sales Training on the structure of a financial advisor's first appointment along with the great questions and techniques that separate top performing advisors from the rest in a crowded marketplace.