Download the Client Needs Assessment
A one-page worksheet designed to help you uncover additional needs, guide more productive client conversations, and make cross-selling feel more natural.
What the Client Needs Assessment helps you do
- Guide a more complete Medicare conversation instead of relying on memory or scattered notes
- Document current coverage, claims history, medications, and family considerations in one place
- Identify additional needs that may not come up if you only focus on the original reason for the appointment
- Create more natural opportunities to discuss products like cancer insurance, final expense, life insurance, annuities, and long-term care solutions
- Keep better records for future follow-up and annual reviews
What’s included
The Client Needs Assessment is a two-page worksheet built for real appointments.
Page 1 includes questions about:
- current Medicare coverage and plan choice
- claims history
- family history of cancer, heart attack, or stroke
- home health care and nursing home concerns
- life insurance coverage and purpose
- final expense planning
- investment satisfaction
- 401(k) rollover status
Page 2 includes a medication list to help document:
- pharmacy preference
- current drug plan
- medications, dosage, frequency, and condition
Why agents use it
The best client conversations are structured enough to uncover real needs, but natural enough that the appointment doesn’t feel forced.
The Client Needs Assessment helps you do both.
Instead of treating each appointment like a one-product transaction, you can use this worksheet to better understand the client’s overall situation, spot potential gaps, and build stronger follow-up opportunities over time.
A simple tool that can support better conversations
Whether you’re meeting with a brand-new Medicare client or reviewing an existing book of business, the Client Needs Assessment can help you ask smarter questions and leave the appointment with a clearer picture of what matters most.
Download it, print it, and put it to work in your next client meeting.
“The Client Needs Assessment gives agents a practical way to move beyond the immediate Medicare question and uncover other needs that may deserve attention.”
Get the CNA
Fill out the form to access the Client Needs Assessment and start using it in your appointments right away.