In this insightful session, we delve into the art of gathering crucial information during client interactions, particularly focusing on mortgage protection. From understanding their medical background to assessing their financial situation, we navigate through various scenarios, ensuring we tailor solutions to their unique needs. By asking the right questions and actively listening, we establish credibility and build trust, ultimately guiding clients towards recognizing the importance of financial protection for their families. Join us as we break down the process step by step, empowering agents to effectively address client concerns and provide valuable solutions.