Advisors constantly tell me that asking their clients about their medical histories are some of the most uncomfortable conversations they have. Many advisors’ customers are close or extended family, life-long friends, or friends of friends, and asking them detailed questions about their medications, surgeries they’ve had, how much alcohol they drink, or if they use tobacco, are all delicate subjects. This is a skill that even doctors spend years trying to perfect. But the most successful advisors that we work with have become experts at explaining to their customers how this information will help to get them the most competitive offer possible. In no particular order, I’ve put together what I consider to be some of the least intrusive and most important questions that will get you the best bang for your buck when pre-underwriting your clients.

Read More