Category Archives: Factfinding

Match their Voice to Maximise Rapport

One of my favourite accents comes from Southern Louisiana, USA. Slow, drawling, and rhythmic. Try to copy it, and it sounds terrible. Like the Ant Hill Mob driver in the Whacky Races or Tinker in Speed Buggy. YouTube both of those that if you don’t remember. This person, probably from New Orleans, has grown up…
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6 Rescue Questions When Factfinding

Copy these, print them off on post-its and stick them on your wall when next factfinding. Use a couple of them and enjoy the harvest that you'll create. "Show me how..." "Tell me a bit more about that." "Go into a little bit more detail for me on that." "That's interesting; expand on that for…
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Sweet Spot Protection Selling

Advising and selling protection plans to clients does involve a fair bit of persuasion and influencing to ensure your client gets the coverage they need. And one day may thank for arranging it. Subtle influencing is the key, coaching is the method and getting their commitment at every step is paramount. Gone are the days…
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6 Tips to Create Desire for Your Advice

The FCA, compliance people and file checkers all talk vociferously about eliciting client needs. You must stimulate a client need; a critical need has to be found before you can advise, and these form the basis of your suitability letter to justify your advice. That's the compliance piece over with, now onto selling. And if…
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Tips for the Video Factfind

Here I spend 10 minutes talking through the exciting adviser video business model and some new tips to enhance how you factfind online on video.  
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