Problem and Implication Questions
Work life insurance
Earlier you had told me that you have $___ through work. It's good that you have that coverage
through work, but you can't take that coverage with you if you were to leave or lose your job. That's
why it's so important to have a personal plan. Wouldn’t you agree?
Personal Life insurance
You had also told me that you don’t have any personal life insurance, right?
I can see why you are so concerned about protecting the mortgage then, right?
Is there a reason why you don’t have any personal life insurance? (Repeat whatever they say)
Let me ask you ‘Joe’, if you were to die tomorrow, what would happen? What would happen after that?
Sally’, does that sound about right, what Joe just said?
‘Sally’, what would happen if Joe were to die tomorrow? What would happen after that?
‘Sally’, how does it make you feel knowing that you would lose everything that you and ‘Joe’ worked so
hard for? ‘Joe’, how does that make you feel, hearing what ‘Sally’ just said?
‘Sally’, what if something were to happen to you and you were to die tomorrow? (Same as above)
Critical part of the presentation; Getting the client to understand and admit that they have a serious
problem and need help to make sure they don’t lose the home.
So, basically what you are telling me is that there is nothing more important today than to have a plan
in place to step in and make these payments for you so you can take care of your family in the event of
your death. Is that what you are telling me?
Phrasing SPIN Questions
Using a variety of ways to ask these questions can help make them sound more natural. Here are some
examples:
Problems Questions
o How concerned are you about being unable to work because of a sickness or accident and not
having an ability to earn an income? Does it worry you that if you do become sick or disabled
your living expense will increase substantially because of medical care?
o How difficult do you find it to manage your monthly income on your current living expenses? Is
there a risk of a change in your employment?
o How happy are you with the amount of your current coverage?
o Are you satisfied with the amount of insurance you have now?
o Could you afford the cost of premiums for this policy when the level term expires?
o How well are you able to cope with your existing expenses if you to become disabled?
o What sort of dissatisfaction do you have with your current amount of savings?
o Isn't it worrying to have such a high mortgage amount to pay off is something were to happen
to you?
o Can your current insurance coverage pay for all your current debts and the future income needs
and expenses of your family?
o Other clients tell me planning for long term care expenses is a problem- do you find that?
Implication Questions
o How often do you find increases in gas, food, medical bills, prescriptions results in problems
with putting money into savings? Does that lead to difficulties with saving for retirement or
college tuition for your children?
o Do you also find that can affect any other savings goals you have? What effect does that have
on these other savings goals?
o What sort of consequences would not having the mortgage paid for when you die lead to?
o Does that have any related effects on your family’s ability to cover other living expenses?
o What implications does that have on your children’s ability to attend college?
o What implications does that have on your spouse’s ability to save or provide for retirement?
o You say you have problems with X - does that also lead to Y? Am I right that when X occurs, it
sometimes results in Y?
Need-Payoff Questions
Identifying
o Are you saying it would help if we could? Am I right that it would help if?
o Are you looking for a way of? Would you be interested in X?
o If I could show you a better way of dealing with X, would you be interested? Would you like to
be able to?
Clarifying
o Why is X so important to you?
o What sort of savings would X produce?
o What do you regard as the main benefits of Y?
o Do you think that would produce significant savings? Would you see Y as a significant
improvement?
o How important is it for you to improve X?
Extending
How else could Y help you?
