The wheel helps us explore and under-
stand our clients’ concerns and expec-
tations beyond an initial sale. The five
components of the wheel allow us to ask
questions about the most pressing wor-
ries clients typically have:
• How to distribute assets and provide
for a family or business due to pre-
mature death.
• How to retire with security and confidence.
• How to ensure they have the funds to
provide for the family or themselves
in case of chronic illness, the need
for long-term care or incapacity.
• How to make sure the funds are
there to keep the family going with
the quality and level of health and
medical care needed during an accident or sickness recovery period.
• How to remain independent and maintain the current lifestyle in the event
of a disability that results in losing the
ability to generate an income.
As we move around the wheel, we
have the opportunity to ask questions
and then quietly listen to what the cus-
tomer has to say. Which of these five
life events keeps the client awake at
night? Why? Was
there an experi-
ence in the family
or with friends
that touched on
this area? What
keeps the cli-
ent from ad-
dressing the
concern? Is it
money or emo-
tion? What can
the agent do to
help achieve the
results the client
is looking for? Ul-
timately, if we listen
closely, we’ll hear about
a concern, issue or prob-
lem that we can help solve for
the client.
“As we move around
the wheel, we have the
opportunity to ask questions
and then quietly listen to
what the customer has to
say. Which of these five
life events keeps the client
awake at night?”
Product knowledge is key
While it is important to pivot from
one need to the next, it is also key to
make sure we understand the right
product to bring in to solve the need.
Again, if we start on the Medicare
supplemental insurance side, we typi-
cally have a good understanding of the
client and their health care needs and
concerns. When we return to visit with
the client, we deliberately bring out the
Life Continuum Wheel and ask a few
more questions about preparing for
long-term care or disability. The ben-
efit of the Life Continuum Wheel is that
CAREER CENTER
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