5 Questions to Discuss with Every Client
Your book of business holds great potential â€“ potential to not only generate more sales, but also potential for your clients to address any gaps in their retirement strategy.
Asking your existing clients great questions and then carefully listening is what made them your clients in the first place. Renew the opportunity, mind the gaps and begin the sales process for life insurance, annuities, etc.
1. How long has it been since you performed a beneficiary review of your life insurance and other benefits? It can be important to do this regularly. You might discover that you donâ€™t have beneficiary designations where you thought you did or other issues that could be problematic for you.
2. When you think of tax-efficient legacy strategies, how much savings or assets would you like to pass on to your beneficiaries?
3. When you think of tax-efficient estate planning, how might financial products (such as insurance) help pass assets on to your beneficiaries?
4. What are your concerns regarding the ability of your retirement savings strategies to meet your lifelong income needs?
5. In the event you need help paying for a nursing home, assisted living or long-term care stay, how important is it for you to have insurance options that might help cover the costs?
For financial professional use only. Not for consumer use.
These questions are designed to encourage fact-finding with your clients and to provide general information on the subjects covered. Pursuant to IRS Circular 230, it is not, however, intended to provide specific legal or tax advice and cannot be used to avoid tax penalties or to promote, market, or recommend any tax plan or arrangement.
Encourage your clients to consult their tax advisor or attorney.