Every business has a lifecycle and advisers can improve their chances of selling business protection policies if they take the time to tailor their approach to each client that they're looking to speak with, says Richard Kateley.
Doing some research into the business so that you're not taking irrelevant or unnecessary products to them will save you time in the long run, be much appreciated by the client and work in your favour. The start-up To put it more succinctly, if you were to meet with a client that runs a start-up business and suggest Share Protection, you would likely struggle to convince them of the relevance of the product you are offering. A new business is likely to have little or no value, or may even be privately owned, so a share protection may not be the best angle to lead with. However,...
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