In this second video, FTAdviser’s protection panel discuss the ways advisers should seek to engage with clients on protection, including the tools they can use to highlight the need for protection and ways to tackle inevitable objections.
Specifically, the video covers:
• Lifetime cash flow analysis as a tool to show clients their needs and the value of contingency
• Defining the risk clients would use protection to mitigate against
• Disparity between sales of protection and other, potentially less critical, insurance
• When advisers should tackle protection with prospective clients
• Tackling misconceptions around cost
Further reading
• Misconceptions around claims statistics and payout rates. This is covered in an FTAdviser article on client attitudes to protection, which you can read here.
Back to Guide to Selling Protection.
