 Identifying a prospect's needs isn't always super easy, but one thing you can't do is you can't go in with one tool from the toolbox and try to blanketly cover everyone that you ever meet and that you ever run an appointment with. So what you should do is focus on them. Focus on building relationship with them. If they like you, they trust you, guess what, they'll buy from you. You also need to focus on the value of what you're showing them. We always talk about the benefits, we always talk about trial closes. One of the step two of my four-step appointment process is fact finding. That's where you need to spend all the time identifying the prospect's needs, asking those tough questions. If I'm going to lose a sell, it's going to be on my own terms. It's not because they don't want to volunteer information. It's because generally we didn't ask the tough questions, we didn't find out enough information, we didn't ask those follow-up questions, we didn't get answers to the questions we needed. A good way to identify prospect's needs initially in the beginning is when you're transferring from warm-up to fact find is, hey, Ms. Betty, thank you so much for allowing me in your home. What got you thinking about this? And that's an opening to the question. It gets them talking, it gets you listening because again, you're not going to make sales if you're talking. You need to be listening. If they talk more than we do, guess what, we make the sale. So start out with what got you thinking about this, get them talking, get them expressing what their needs are, what their concerns are, what they're worried about. Another question is they may say, hey, you know what, I'm getting old and I don't want to leave the burden of my final expenses of my family or, hey, my brother passed away last year and he didn't have anything and I know I need something. If you don't make that sale, something's wrong. Another question is, hey, I help a lot of clients with final expenses, but also there's other needs and concerns that we need to talk through to make sure that you understand that. Do you have a spouse that you're relying on some income from or vice versa that we need to make sure we cover that lost income or do you have a mortgage? Do you have car payments? Do you have credit cards? Do you have loans? Is there college funding that needs to happen for the kids? Are there all these various things? Make sure that you talk about all that because if you just blanketly sell everyone a $10,000 in our policy, they may be 60 years old. For a 60-year-old female, they're probably going to pass away for like 28 years on average. So what's $10,000 going to do them in 20 years? 28 years, especially. You're doing them a disservice. If you don't try to custom-build something and make it super identifiable for every single person, yeah, you may have to ask tough questions. Yeah, you may have to pry a little bit. Yeah, you may have to get them to open up and talk and share. Be their therapist for a second. Get them talking. Get them answering those questions, those tough questions like, hey, who do you want your beneficiary to be? What's your plans? Is there any special plans that you have for when you're no longer here? One misconception, though, that I wouldn't do in the fact-finding portion, I wouldn't ask them, hey, how much can you afford? I wouldn't bring up price until you're given them options. Put all the focus on value. Put all the focus on building up the product. Put all the focus on identifying the prospect's needs. Identify their needs. Ask those tough questions. And when you start to identify those, continue to ask questions like the questions I've mentioned, along with other questions like, who's your beneficiary are you going to be? A scale of 1 to 10, I'm assuming that this is extremely important. How important is it to you? A lot of my clients are like at 8, 9, or 10, where do you fall? Just get feedback, get acknowledgement. Make sure they're a part of the process. Don't puke on them. Don't just tell them all about you. That's an industry misconception is that, hey, I'm going to bring out this PowerPoint presentation and this padfolio and this binder, and I'm going to puke on them for 20 minutes about why they should do business with me. Nobody cares about you. Care about them. They want you to care about them. Everyone loves talking about themselves. Get them talking about themselves. If you like this video, I would love a thumbs up. And I would also love for you to do a couple other things. Subscribe to our channel or our Facebook page so that you get industry leading content constantly. I always talk about being consistent week in and week out. Dude, who's more consistent than I? And our team. I mean like 14, 10, 12, 14 educational training videos every single week. Five live shows every week. Do me a favor. If you haven't been to our website, secureagementure.com. Go there now. I promise it'll be worth it. We've got tons of free stuff that'll help you be successful. Ask those tough questions. Identify the prospect's needs. And quit puking on people. Be a listener. When they talk more than you do, guess what? You make sales.