Step 1. Let’s start with your client’s personal situation

Does your client ‘tick any of the boxes’ below?

• They’ve got a family (or other dependents)
• They’ve got a mortgage (or other financial commitments)
• Their household income is $150K+

Step 2. Does your client have their own business?

Tick ‘YES’ if any of these apply:

• They’ve run a profitable business for 3+ years
• The business is valued at $500K+
• They’ve given guarantees to the bank
• They have multiple partners or shareholders to consider
• There’s a degree of ‘key person risk’ in the business
• They’re considering business succession planning

Step 2b. Do they have a team of 20+ people?

Tick ‘YES’ if protecting their team and retaining talent is a high priority for your client.

Step 3. Does your client value professional advice?

Tick ‘YES’ if they:

• Understand why life insurance advice is important (e.g. to prevent them being underinsured, or paying for cover they don’t need)
• Are willing to invest in professional advice to keep their business and life on track
• Maintain long-term relationships with professionals like their broker, lawyer and accountant

Step 4. Is your client purely looking to ‘tick a box’ and doesn’t want advice?

Tick ‘YES’ if they ONLY want one of the following:

• A life insurance quote for price comparison only
• Income protection required to get onsite
• A specific amount of life insurance cover for their SMSF
• A limited time policy only (such as 12 months to secure a deal)