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Protection | 27
Keep in
touch
Mark Jones, head of protection at
Friends Provident, looks at how
you can help your customers by
keeping in touch with them and
their protection needs
W
ith Winter almost and stress free, with the cost of term assurance Regardless of whether you are a new adviser,
behind us, we can start premiums at an all time low, my friend was or have been in business for a number of years
looking forward to impressed with how easy and cheap it was. there is always something new for you to learn.
Spring and what the He can now rest assured that if anything You never know, it could earn you that little
year ahead will bring. were to happen to him, his mortgage is cov- extra commission and open your customers'
But are your customers ered. eyes to the benefits of protection. In doing so it
looking to the future? This shows how simple it is to get your cus- will also make them appreciate the highly per-
Have they got plans in place for a family tomers protected, especially if they are young, sonal service you are offering them, helping to
Summer holiday, will they have enough time to as many first-time buyers are. With online sub- build their loyalty.
spend with their family and are they giving mission systems, underwriters only a phone call A popular sales technique is to paint a pic-
serious thought to their own financial future? away and treating customers fairly initiatives ture for the customer and show them what
Whether they are first-time buyers who have changing the face of insurance companies, now their life would look like with, or without, pro-
been scrimping away any spare cash to save for is a good time to start to sow the seeds for your tection. If you use a budget planner, you can
a deposit for their first home, or your more financial prosperity. show your customers their outgoings and how
well established customers who are well on As providers we are always trying to make they might struggle financially if they were
their way to owning their home outright, it's protection easy for your customers to under- unable to work due to long-term illness or dis-
never too late to discuss the range of financial stand, with straightforward products, plenty of ability. Ask them how they would manage with
protection products that are available. sales aids and training to help you make that all day-to-day-bills, let alone pay for the family
important sale. holiday, if they are unable to work? It's simple
Quick and easy stuff, yet a simple approach usually brings
This is something I have been thinking about Insuring the Golden Goose results.
since a friend of the family just secured their With the spread of the internet there are plenty By putting protection into a context, which
first mortgage and decided to take out Life of easy-to-access online seminars and provider shows the benefits it can bring, they will be
Cover too. Although the life company required websites for you to take advantage of to broad- more tuned into what you are selling them:
a medical, the whole process was very quick en your knowledge and brush up on key skills. financial peace of mind.
© Rrocio
www.mortgageintroducer.com March 2009 Mortgage Introducer
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