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
