Fact Finding I

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Fact Finding I Objectives

At the end of this session, you will be able to:  Effectively conduct a role play of completing a Fact Finder  Describe the importance of uncovering a prospect’s unrealized needs within the Fact Finder  Identify objections in the Fact Finding step in order to address them during the Presentation step  Recognize when to probe deeper to gather more information

Role Play Setup

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1) Only read the background information of the couple assigned to you.

Bob and Helen Anderson  Descriptions —pages 5-7 in Participant Guide  Role play prospect first 2) Break up into groups of 2.

Among your groupings, decide who will play couple #1 and who will play couple #2.

John and Alice Hemsley  Descriptions —pages 8-10 in Participant Guide  Role play agent first