It's not really a debate and you are over simplifying what I would do or how.
I am very hands on with my business and my clients. I'm going to find our their WHY from the beginning. What is their need? Why do are they meeting with me?
Then I'm going to present the solution. Then the sales process turns to want. Do they want the solution as presented or do they want something else. Is the price for their need more than they are willing to pay?
If so then I'm presenting other options. The process is not, OK, here's what you need and if you don't agree then goodbye. Nor do I believe that's how DHK would operate either.
You have a situation here where the person is not satisfied with what he has and is shopping. It reads to me like he is going to do something. Is he going to do something with you or with another agent?
And I agree with DHK that there are some clients you don't want. If he is one of them then don't spend anymore time on it.
As for advisor vs agent. I am not a financial advisor. I am an agent. I've written over 4000 life applications in my 13+ years in this business. That's what I do. I get paid for selling policies. I do not get paid for advising people on what to do with someone else.
That's pretty much how I see your role as well.. my post was just a simple quick summary on how you position yourself..