Discover how to be seen as a trusted advisor by your clients through approaching the sales process from a Risk Management perspective. By engaging your prospects in a discovery conversation, learn to guide them towards articulating, identifying, and quantifying their own exposures and perils. This consultative approach facilitates an environment in which you gain a deeper rapport, demonstrate your expertise, and allow the client to feel recognized and understood. A mutually agreed-upon need increases your likelihood of securing a stronger commitment to purchase.

At the end of this session, participants will:

• Understand how to move away from application completion to discovery conversations that reveal coverage needs.
• Build greater rapport with prospects by allowing them to identify and recognize the need for coverage through guided conversations.
• Offer solutions, not products, to address the risks identified during the analysis.