PARTNER INSIGHT: LV='s head of protection marketing urges advisers to sell the need for IP rather than the solution
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...
69 Accredited firms
On Thursday 12 March
How can we communicate its true value?
Advisers in the network will now be able to refer clients struggling to get the right cover to specialist advisers