On the final day of Income Protection Action Week this year, protection advisers discussed retention processes, client reviews and value-added services (VAS).
The first session comprised an adviser panel on how to have regular reviews with clients and why this is important to the adviser role, featuring: Nicola Huxley, director, Sphere Financial; Zoe Priselac, managing director, Way More; and Jiten Varsani, director, mortgage and protection planner, FortyOne Money. As part of Consumer Duty, Huxley said the business has shifted from churning clients to reviewing existing to get more business, using WhatsApp, phone calls and emails to keep it casual in how to get in touch with clients. She recommended asking open-ended question to help clients t...
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