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

1. Break up into groups of 2.

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

3. Only read the background information of the couple assigned to you.

1) Bob and Helen Anderson Descriptions—pages 5-7 in Participant Guide Role play prospect first

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