Angela Davidson: The psychology of selling protection

I've been in financial services for many years and I've noticed that some things don't change. Protection is still one of the most important aspects of financial planning for securing the financial resilience of clients and deemed the cornerstone of advice, but unfortunately, it is still without doubt one of the hardest areas of advice in which to discuss and gain commitment from clients. Let's face it, protection is renowned for being the ‘doom and gloom' discussion to have with clients. There's no denying there are real barriers that hinder the selling, and indeed the purchasing, of pr...