(~15 min.) This is not a logical business, it’s an emotional one. However, most advisors treat it more often as logical. Getting your clients to take action is difficult. This module focuses on helping clients make the emotional connection to how they want to protect their family from the financial impact of a premature death.

(~13 min.) Learn how to deliver an effective discovery agreement, consolidating an hour+ meeting into a clear, concise and compelling summary. It helps ensure you and your prospect are crystal clear on what happens next, and it creates a sense of urgency and desire to move forward.

(~11 min.) You only get one opportunity to make a first impression. This module brings clarity to the things you must be doing consistently in every new client meeting to ensure your first 10 minutes are a strong start to your relationship.

(~10 min.) In every fact finder, you must work to create an experience that results in your prospects having 3 distinct feelings at the end of the meeting. In order to accomplish this, you must become a master in the art of asking great questions.

(~8 min.) Jim gives an overview of the fact finding meeting, and discusses why the order in which you gather information is important. He also shares why what you say in the first 5 minutes, as well as the last 5 minutes, of your fact finders can truly differentiate you from other advisors.

(~12 min.) Jim shares an analogy of building an engine to set the stage with your clients for the retirement discussion.

(~13 min.) Learn the two goals of the Survivor Income section of the fact finder and how to accomplish them. You'll also learn how to “hold up the mirror” and get agreement on this need before moving forward and use the “bucket analogy” to help overcome potential misconceptions about the amount of need.

(~11 min.) Mastering the art of a skillful discovery agreement will have a dramatic impact on your closing ratio.

(~9 min.) One of the greatest limiters to the growth of your business is a lack of confidence. Language mastery is directly correlated to self-confidence. Investing your time in mastering your approach will pay HUGE dividends in your practice.

(~12 min.) This module takes us up to “30,000 feet” to think about the role we need to play for our prospects and clients in the fact finder. Jim shares the 3 critical themes you should focus on in every FF meeting. He also gives an example of how he uses his “? To the ? To the ?” technique to dig deeper in order to truly understand someone’s story.

(~11 min.) Are you helping your prospects and clients understand their ”burn rate”? Do they understand the difference between deferred savings and true savings? The art of the Income section of the fact finder is learning much more than the gross salary.

(~5 min.) As you gather information in the balance sheet section of the fact finder, it is important to begin with the end in mind. Masterful fact finders want the movie, not just the snapshot. In other words, they have a mindset of getting to know the story behind every number the prospect shares.

(~10 min.) To have a successful fact finder, you must become a master in the art of asking great questions.