IPAW 2023: Overcoming common client objections

Kicking off the session, which examined a range of objections or reservations that advisers are likely to encounter during client meetings at the moment, Chapman highlighted that by pre-empting these objections advisers can address concerns before even discussing protection products. "In my opinion, the objections aren't really objections at all; they're just concerns that haven't been dealt with or questions that haven't yet been answered," he said. Chapman and Waters detailed how they have used prior experience or different methods of viewing client situations to develop an approach...