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That is why asking the right questions and using that information to benefit the client is key to an insurance agent.
As an insurance agent, I find just having a normal conversation with potential clients is my best technique. This puts the client at ease and they are normally more open and forthcoming with personal information. The information I look for on a first appointment with a prospect is what is their most important financial goal. This is different for even some couples, one might say the children's education and the other might say saving for retirement. Both of these goals are important and both can be taken care of by insurance in the event one of the spouses die...
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