In the past, it's been my duty to handle most of the new business calls, and for me, understanding a client's insurance needs involves several steps. I start by conducting an in-depth interview to gather information about their personal situation, assets, and risk tolerance. This helps me understand what they're looking to protect. Next, I analyze the data to identify potential risk and gaps in any coverage. It's crucial to consider not just the present, but also future scenarios that could affect the client's financial stability. Then, using my knowledge of insurance products, I match these with the identified needs. The goal is to provide comprehensive protection within the client's budget. Lastly, I present my recommendations to the client, explaining each policy's benefits and answering any questions they might have. It's important to ensure the client feels confident and informed about their choices.