Justin Harper: Financial resilience and the lost art of selling

I was chatting with a seasoned adviser pal the other day about the conversations he has with clients about protection, financial resilience and income (I'm like a broken record). We reminisced about the good ol' days - direct sales forces, proper sales training (the must read was the ‘How to Master the Art of Selling' by Tom Hopkins which we gave to every new trainee adviser), ABC, benefit selling and classic sales concepts. A lot of progress has been made ‘professionalising' the advice sector with diploma qualifications, examinations and CPD. And, at long last, we have a proper prote...