This stage is where trust is built and transformation begins. As an agent, your role is to listen deeply, uncover what truly matters to the family, and help them understand the real impact of inaction. When clients connect emotionally with what protection means for their loved ones, they see the value, not just the price. Whether you use a slide deck or a simple outline, focus on connection, understanding, and confidence. Find a rhythm that feels natural to you and leads families toward making empowered decisions.