On this week’s Podcast, we learn how to find what fits a client’s needs. Paint the picture of what it would be like if the client passes and the effect it has on the ones that they leave behind.

Ask really good questions to see what they are comparing your policies with. Fill their need instead of selling them product. People don’t necessarily buy the things they need, they buy things that they want. It’s your job to to figure out how to make this need into a want.