Events Sandler for Advisors: PAIN — FINDING THE REAL MOTIVATION
Wealthy clients rarely lead with their real problem. This session digs into the Sandler concept of Pain, not surface-level dissatisfaction, but the intellectual, emotional, and personal impact of a financial problem left unsolved. Advisors who can uncover real pain move from being a service to a trusted advisor. |
LEARNING OBJECTIVES
- Distinguish between intellectual, emotional, and personal pain in client conversations
- Ask questions that help prospects articulate problems they have not yet named
- Avoid the trap of presenting solutions before pain is fully understood
- Practice pain-discovery conversations with high-net-worth prospect profiles
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07/31/2026 11:30 am
07/31/2026 01:00 pm
Sandler for Advisors: PAIN — FINDING THE REAL MOTIVATION
Wealthy clients rarely lead with their real problem. This session digs into the Sandler concept of Pain, not surface-level dissatisfaction, but the intellectual, emotional, and personal impact of a financial problem left unsolved. Advisors who can uncover real pain move from being a service to a trusted advisor. |
LEARNING OBJECTIVES
- Distinguish between intellectual, emotional, and personal pain in client conversations
- Ask questions that help prospects articulate problems they have not yet named
- Avoid the trap of presenting solutions before pain is fully understood
- Practice pain-discovery conversations with high-net-worth prospect profiles