A campaign designed to help advisers maximise sales during the mortgage drought has been launched by Bright Grey.
The protection arm of Royal London says the campaign will help advisers identify the protection needs of clients that fall into four categories: single, couple, family and divorced.
It says its adviser guide, available both online and in print, shows a series of scenarios for each life stage to help advisers recommend the right product solution for each client.
“By thinking about customers in different life stages advisers can get a clearer understanding of the protection needs of their clients,” says Roger Edwards, proposition director at Bright Grey.
“Differentiating between life stages helps advisers gain a better understanding of their customers' values and lifestyles and what drives their behaviour. This in turn makes them more attuned to their clients' protection needs.”
Bright Grey says the material is aimed at both advisers new to the market and those who want to earn more from protection sales.
A desktop flipchart gives product scenarios for each of the four life stages and a range of sales aids will help advisers deal with their clients' objections. There is also unbranded client-facing brochures that have been designed to address the different needs of each life stage.
“The credit crunch has brought personal budgets into sharp focus as disposable income is being tested to the hilt,” Edwards adds.
"However, this shouldn't detract from the importance of protection. In fact, in a time of economic uncertainty, having in place the financial foundation of protection insurance should ease people's concerns of future financial uncertainty.
“The research was a very insightful view into people's attitudes towards protection insurance.
“This has allowed us to collate some common obstacles advisers may be met with and an array of tools that help the adviser to overcome these obstacles.”
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