Why do we believe everything our clients tell us? “This is a bad time.” “I already have life insurance.” “I’m not interested.” Sometimes people don’t say what they mean. The client is trying to find the proper way to communicate their concerns about buying insurance, but they don’t know how. They are afraid of making the wrong decision, so they make the easiest decision, and do nothing.

We have to understand this truth before we ever knock on a door or pick up the phone. We have to understand the underlying need within the home and our clients' insecurities of making the wrong decisions. Then it is our responsibility to guide our clients to the best solution for their needs. In this episode, Chris Ball and Zach McElwain discuss the importance of understanding our client’s concerns even if they don’t voice them.