Short video/tip by Chad Owen advising agents who sell Medicare, life insurance, and annuities that effective cross-selling depends on thorough fact-finding. He emphasizes asking clients directly about existing life insurance, long-term care needs, IRA and non-qualified account balances, account locations, and the purpose of the money.
I help agents doing Medicare life insurance annuities. And the key to cross selling is fact finding. You want to make sure that you're doing an accurate fact finder to find out what clients need. In other words, you'll never know if somebody has life insurance if you don't ask. You'll never know if somebody needs long term care if you don't ask. You'll never find out how much people have in IRAs or non qualified money if you don't ask. So it's very important to not only find out what they have, where they have it, but what is the purpose behind the money. The key to cross selling is fact finding.
