rarely advisors do proper fact finding, they recommend product straight away either by asking u simple questions like; u got what types of insurance or doing reviews and recommending products you might be lacking. sometimes prospect as the above will be wtf when i do fact finding on all his or her finances. today i do financia planning, i need to know all the details so that i can see what value i can add on. my early years as an advisors; most common objection is my friends are in the insurance line. i let them know the pros and cons of buying from friends. i can tell u, normally u buy from a friend, you are buying what they recommend or you buy to support their biz. alot of agencies leaders always ask the new advisors to sell to their warm market, reason is its easy, secondly which in the mind frame is when these new agent leave, all their clients will be with the company and the leader will always get the commission. whether u choose FA or tied agents or not, depend on you.