Objection Handling
Hi everyone, we are talking about something that strikes dread within advisers... objection handling. Ok maybe not dread for an experienced adviser who has pretty much heard it all, but for people stepping into the protection space this can be quite nerve wracking.Roy McLoughlin is back with me and we are discussing the common objections that he hears within the pensions space, and how these seem to mirror objections to protection insurance too.The key takeaways:Common objections are, “I’m too young”, “It’s too expensive”, “It won’t happen to me”.The average cost of an income protection policy is £1 a day.You need to tailor your advice recommendation to match what the client cares about and there is a fine balance between disturbance and scaremongering.Next time, I am speaking with Matt Rann for his first outing of Season 4. We are going to be chatting about accessing insurance when you are transgender. With us just having had PRIDE month, it feels like now is a good time to dispel some myths around service and potential terms of insurance. Remember, if you are listening to this as part of your work, you can claim a CPD certificate on our website, thanks to our sponsors Octo Members.If you want to know more about how to arrange protection insurance, take a look at my Protection Insurance in Practice course here.