Selling the protection need

So this month, I'm determined to look more on the bright side and focus on how we as an industry can be more positive with our approach and help advisers maximise selling opportunities, however limited in the current climate, when customers come calling. Last night, a bizarre concept unfolded called an online focus group, which took the form of a chat room with a moderator posing questions to consumers. The topic area was around the economic downturn and consumer buying behaviours in this current climate, with a focus on financial services. One thing that was quite apparent from this gr...