How to involve additional services in protection conversations

I've heard many advisers wax lyrical about added value services, and quite rightly so in my opinion, but I know of others that shy away from discussing them. Some advisers say they don't have time to ‘shoehorn' support services into their already busy appointments. Others don't think added-value services offer anything ‘that valuable'. While some say the array of services in the market is too overwhelming, and as such, best avoided. Some thoughts, then, on why I believe added-value services really are worth talking about. Taking time to discuss added value services sets advice, and...