Tom Conner: Selling protection vs buying the right TV

‘The issue is time’

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Tom Conner, director, Drewberry
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Tom Conner, director, Drewberry

How selling protection hinges on knowing that the true cost is more than just the premium

I often ask new protection specialists at Drewberry: ‘How much does protection cost?' Invariably, I get the response that ‘it depends on the age of the client, how much they are looking to cover, etc'. While this answer is correct, it only tells half the story. Understanding that the monthly premium is only one of two major costs of protection is the key to selling more protection. I've been planning to buy a new TV for the last few weeks but haven't bought one yet. Why? Although some TVs with...

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