"We also offer tips on how advisers can counteract objections to protection, by tailoring their advice recommendation to match what the client cares about the most"
In the latest podcast I’m joined by fellow regular co-host Roy McLoughlin, focusing on the often dreaded topic of - Objection Handling! For an experienced adviser you will have heard a number of objections over your career, but this can definitely be nerve wracking for somebody new to the industry.
Roy shares some of the most common objections he hears within the pensions and wealth space, and how these seem to mirror the objections to protection. The usual being; “I’m too young”, “It’s too expensive” and “It won’t happen to me”.
One thing that many people won’t realise is that the average cost of an income protection policy is £1 a day, making it more affordable than people imagine.
We also offer tips on how advisers can counteract objections to protection, by tailoring their advice recommendation to match what the client cares about the most, and that there is a fine balance between disturbance techniques and scaremongering.
You can listen to the episode at www.practical-protection.co.uk/objection-handling/.
On the next episode I will be joined by co-host Matt Rann, with Pride month fresh in our thoughts, it felt like a good time to dispel some myths around service and potential terms of insurance as a transgender person.
If you would like to know more about how to arrange protection insurance, take a look at my new Protection Insurance in Practice course here.
If you are listening to this as part of your work, you can claim a CPD certificate. These are now accredited by CPD UK, through our sponsor Octomemebers. Once you have listened to the episode, you can claim your certificate here: https://practical-protection.co.uk/claim-your-cpd/.
You may find that your work systems are not keen on the CPD form (it’s a Google form). Please don’t worry if that is the case. Contact me on social media or through the website and I will be able to issue the certificate directly to you.
