Professional skills: Why clients really say no to protection

After coaching hundreds of mortgage and protection advisers, I have noticed a pattern that rarely gets discussed honestly. Clients are not saying no to protection because they do not want protection. They are saying no because of how the conversation is framed, when it is introduced and how lightly advisers position it. Most objections have very little to do with premium costs and everything to do with how the adviser guides the discussion. When you strip the excuses away, three core reasons come up every time. The good news is that each one is fixable when you approach protection with c...