Explanation
New advisors often jump too quickly into product talk. A stronger approach starts by clarifying who depends on the client, what liabilities exist, how long the need lasts, what budget constraints matter, and whether access or permanence is the bigger concern.
Example
Before recommending term or , an advisor should ask how long the obligation lasts, who is financially exposed, and whether the client values long-term guarantees enough to support the higher .
Common mistakes
A frequent mistake is asking only about income and age while missing family structure, debt timing, business risk, or future coverage flexibility needs.
Summary
Good recommendations come from good discovery. The best first question is usually about the problem the client is trying to solve, not the product they think they want.