Master the Most Powerful Sales Skill: Fact-Finding That Converts

Let me start by telling you something that might surprise you: in over 35 years of working in this amazing profession, I’ve never discovered a truly new idea.

But I have discovered better ways to apply the things we already know work.

At MDRT Day in Budapest—my 15th time in this incredible city—I had the opportunity to share what I consider to be the single most powerful tool in our entire sales toolkit. And no, it’s not a product, pitch, or presentation.

It’s your fact find.

✅ Your Best Friend in Business

A proper fact find isn't just a compliance necessity—it’s your greatest sales aid. It’s how you build rapport, take control of the relationship, and—if used properly—eliminate objections before they ever arise.

In that first meeting, I’m not just collecting data. I’m laying the foundation for trust. I’m helping the client articulate what they really want, not just what they need. And I’m subtly setting expectations about how we’ll work together.

Because let’s be honest: how many times have we walked into a first meeting thinking, “I hope they choose me as their advisor”?

That mindset gives the client all the power. But what if we flipped that? What if the client had to qualify us instead?

👥 Two Simple “Reasons” That Change Everything

Every time I sit down with a new client, I explain that we’re meeting for two reasons:

1. To decide if we like and trust each other enough to work together.

2. To see if I can genuinely help them—because if I can’t, I’ll say so.

And then I say something crucial:

“The quality of advice I give you will be entirely based on the quality of the information you give me.”

That one sentence turns the tables. Suddenly, the client is accountable for providing full transparency. And with that trust, we move past surface-level conversations into real planning.

🎯 Asking the Right Questions

Here’s the first question I always ask:

“If money were no object, if anything were possible, what would you want?”

Not need, not afford, but want. Because human beings always want more than they need—and when you get them to think bigger, you unlock bigger opportunities for planning.

I call this vision-driven fact finding.

Whether they say they want private schooling for their kids, two holidays a year, or an early retirement—I help them believe those goals are within reach. And that belief creates commitment.

🔁 From Referrals to Introductions

I don’t ask for referrals. I earn them—organically—by showing clients that in order to serve them fully, I need to know and occasionally work with the other professionals in their life.

Their accountant. Their lawyer. Their mortgage broker.

Not because I want leads. Because they need a team around them. I offer to contact those people on their behalf—and 9 times out of 10, it leads to new business and reciprocal introductions.

And if you want a game-changer? Try this:
I include a “recommended partners” section in the folder I give every client. People ask to be on that list—and work hard to stay there. 

📈 Planning Meetings, Not Review Meetings

Here’s a small change that makes a big difference:

Never call your client meetings “reviews.” Call them planning meetings.

Why? Because “review” makes clients look backward, and looking backward doesn’t generate new business. Planning is about what comes next—and that forward focus increases your chance of doing more business by over 20%.

💡 Add Personality to Stand Out

Even my out-of-office reply is part of my prospecting strategy.

Why? Because it tells people something about me—my sense of humour, my values, my family. And when people feel like they know you, they’re more likely to trust you.

Marketing is not always loud. Sometimes, it’s in the little things. 

🏁 Final Thought: You Don’t Need More Time—You Need More Focus

I’ll leave you with this:

You don’t need more time. You need fewer distractions.
You don’t need more motivation. You need more discipline.
You don’t need more resources. You need more resourcefulness.
You don’t need to know everything. You just need to start.

If you’re serious about making 2025 your best year ever, then take what you already know—and do it better. Start with your fact find. Make it the most valuable 60 minutes of your client’s year.

And please, stop waiting for “someday.”
Because as I said in Budapest: “Someday is not a day of the week.”

Let’s go make a difference.

— Sandro