Advisers must engage with clients beyond the sale: Andy Walton

Speaking during the ProtectX Live session during the Protection Review 2022 conference, Walton spoke about the importance of regularly checking in with clients and, much like a dental appointment, proactively inform clients of appointments, rather than waiting for them to come to you. "The dentist books you in because he's telling you there are needs that you've got with your teeth, that even though we've done our job to this point, it will still need looking at in the future," he said. However, Walton noted that protection doesn't follow suit: "We think we're excelling in protection,...