Closing and onboarding

A clean close is simply making it easy for a ready client to say yes — confirming the recommendation fits, summarizing what they're getting and what it costs, and guiding them through the paperwork and next steps. If discovery, presentation, and objection-handling were done well, the close is a natural step, not a battle. A useful check is the assumptive-but-honest summary: 'So we'll set up the term policy and the TFSA we discussed — shall I start the application?'

Closing ethically means the client decides freely and with full understanding. Confirm they understand the cost, the risk, and the commitment (including any cancellation or cooling-off rights), and never rush a hesitant client to a signature. A 'yes' extracted by pressure is a complaint waiting to happen — and often a cancellation once buyer's remorse sets in.

Onboarding is where trust is cemented or lost. Set expectations for what happens next, when they'll hear from you, and how to reach you. The first weeks after a sale — confirming the account is set up, the policy is in force, and the client feels looked after — are what turn a transaction into a relationship and a source of referrals.