IF YOU’RE LOOKING FOR FOCUS AND DIRECTION FOR SELLING PROTECTION TO YOUR CUSTOMERS, PRIMIS ARE HERE TO HELP.
We want to ensure you‘re following the right processes for protection selling, and keeping it a part of every conversation you have with customers – whether they are established or new to your business, personal or business customers.
Remember, it can be too late to talk about protection. Do the right thing for your customers by ensuring you’re securing their futures with expert, informed, professional financial advice – at the right time.
WHY SHOULD YOU BE SELLING PROTECTION TO YOUR CUSTOMERS?
Our lives are growing increasingly more complicated, which is why we all need to think about Protection. Your customers rely on your knowledge and expertise to help them make the best decisions for their futures.
“HOW AND WHEN DO I START THE PROTECTION CONVERSATION?”
The important thing is – sincerity. Selling mortgage protection or income protection (or any other kind of financial protection) shouldn’t be a hard sell using pushy tactics. Not advising your customers about protection, put plainly and simply, is irresponsible.
Knowing how best to start the conversation will pay dividends – and knowing when. Most of your customers are coming to you for a mortgage, but that doesn’t mean you can’t combine mortgage advice with protection advice by building both into your recommendations.
GOOD PROTECTION ADVICE WILL KEEP YOUR CUSTOMERS IN YOUR BUSINESS – PERHAPS FOR A LIFETIME
Have you ever had to have that conversation? The one where an anxious customer has called to say “I’ve been diagnosed with cancer. Did I take out any protection policies”?
Do you want to be put in the situation where you have to say “no”? Wouldn’t you rather be able to say:
“Yes, your protection policy enables you to pay off your mortgage”
“Your protection policy entitles you to life-saving medical treatment not available on the NHS”
“Your protection policy will keep your family financially secure and comfortable should the worst happen to you”.
“I’VE GOT ENOUGH TO DO. I DON’T HAVE TIME TO SELL PROTECTION?”
Do you really not have enough time? Or is it too much effort? Either way, there are resources available for you to utilise who will do a lot of the hard work for you, resources like LifeQuote and PRIMIS Protection. So long as you have your processes firmly in place, selling protection doesn’t have to be a headache.
So avoid that difficult conversation. Speak to your customers about Protection.
COMMON RESPONSES AND QUERIES DURING THE PROTECTION CONVERSATION WITH CUSTOMERS
“I’m too young to need a protection policy”
- Due to the impact of the pandemic and with many having faced furlough and the prospect of no job at all, more young people than ever are now taking out protection policies. Income Protection can provide stability and security for a young person’s future.
- As we all know, Covid didn’t discriminate based on age. The tides have shifted, making younger people more conscious about their health; which means Protection is important for everyone, no matter their age. Be sure to discuss the illness and injury based protection policies.
“I can’t afford a protection policy”
- You probably hear this a lot. But with so many changes to products in these ever shifting times, there are many flexible options to discuss with your customers to help them understand ways they can access and afford protection. There are a myriad of resources you can use to help put into perspective the benefits of having and retaining a protection policy. Sit with customers during meetings, or let your customers know where to find the relevant information.
If you would like to know more about the kind of support you can receive from PRIMIS Mortgage Network on selling protection, start your journey with us by clicking here.