What’s the Hurt? (1.0 CE Credit)

Every advisor has faced the “everything’s fine” client response, but what’s really going on underneath? This session explores how a single, well-timed question can change the course of a benefits conversation: What’s the hurt?

When used correctly, this question helps uncover the real pain points or hidden issues that influence decision-making but rarely surface in routine discussions.

In this session, we’ll walk through:

• Why surface-level symptoms often hide deeper challenges
• How to use “What’s the hurt?” to open high-trust conversations
• What to listen for and how to respond
• Framing your recommendations around client concerns, not product features
• Q&A session

This session is presented by The Benefits Trust, Canada’s largest independent third-party administrator, ensuring you have the tools and knowledge to serve your clients better.