In the insurance industry, it is very easy for agents to become single-product oriented. Instead of providing a variety of product types such as Medicare, Individual Major Medical, Life Insurance, and Ancillary, most agents find it easier to become an expert in one category and ignore the rest. This, of course, limits the amount of income you stand to make. If you haven't heard the term "cross-selling" preached to you a million times then you have probably been living under a rock. We all KNOW we should cross-sell, but there lies a gap between the intention and the execution. This is where the handy dandy fact-finder comes in.
It may seem a little exaggerated to say that a fact-finder can effectively work to suddenly change your habits from focusing on one or two products to being a cross-selling success story. However, it truly is the first step, and by using this tool you may find that opportunities to cross-sell present themselves to you as you go. Here is the process of using the fact-finder and how different elements of the process can increase your sales.