Questions, Questions, Questions! As we close our books on 2016 and look towards 2017, it’s important to pat ourselves on the back for all that has been accomplished this past year. However you are enjoying the holidays, take some time to be grateful for the opportunities we have in front of us. I’d like to thank all of you reading this for following me along my journey. 2016 was a great year for me and I was able to make an impact with countless retirees but we are moving forward to bigger and better things in 2017. “Tom, I wish you were with me on the client appointment, you would have known just what to say.” I hear this quite often when I’m spending one on one time with advisors. Look, it’s important to have the proper language and words when talking to clients but sometimes the most important thing doesn’t involve talking, it involves listening. Getting your clients to talk about money and finances can be difficult, so how do you put yourselves in the best position to succeed? Remember, with Tom Hegna on Demand, you have access to my training and interactive coaching 24 hours a day. For Life Insurance appointments, I would also recommend you read Marv Feldman’s latest book “Man on a Mission,” It is LOADED with powerful words, language and questions. ASK QUESTIONS AND LISTEN – You will be surprised what you find out! Here’s a list of questions to ask your clients that can transition them into life insurance sales: Tell me what you know about life insurance and how it works? What is your philosophy about life insurance? What role does life insurance play in your overall plan? Where did you learn about life insurance? What are your thoughts about term insurance? What are your thoughts about cash value life insurance? How do you determine how much life insurance you need? If you get through the initial questions and the client is being receptive, start getting more specific with the questions you ask… If you knew you were going to die tomorrow, how much life insurance would you buy? If life insurance was free, how much would you want? If you had been killed by a drunk driver last week, how much would your family sue for? What is the valueof a human life? I’ll be launching some new products and programs next year so keep an eye out for what’s next. I’d also like to hear from you to see if there is a concept or idea that you need help with. If there’s something you would like to see us doing in 2017, send us a note at info@tomhegna.com with suggestions. I’m excited to 2017! Watch out for my Economic Commentary for 2017. Click here to check out my past Economic Commentaries on my blog. Happy Holidays and see you all in 2017, 

Tom Hegna