Justin Harper: Financial resilience and the lost art of selling

'Protection is sold, not bought'

clock • 8 min read

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 with diploma qualifications, examinations and CPD. And, at long last, we have a proper prote...

To continue reading this article...

Join COVER for free

  • Unlimited access to real-time news, key trend analysis and industry insights.
  • Stay on top of the latest developments around health and wellbeing, diversity and inclusion and the cost of living crisis.
  • Receive breaking news stories straight to your inbox in the daily newsletter.
  • Members only access to monthly programme 'The COVER Review'
  • Be the first to hear about our CPD accredited events and awards programmes.

Join now

 

Already a Cover member?

Login

More on Adviser / Broking

FCA warns of Rosemount clone

FCA warns of Rosemount clone

Fraudsters targeting individuals

Isabel Baxter
clock 11 November 2024 • 1 min read
COVER Protection and Health Summit 2024: Afternoon roundup

COVER Protection and Health Summit 2024: Afternoon roundup

Product updates and core skills

Cameron Roberts
clock 11 November 2024 • 4 min read
SBG acquires stake in New Homes Mortgage Services

SBG acquires stake in New Homes Mortgage Services

Undisclosed sum

Jaskeet Briah
clock 08 November 2024 • 1 min read