All delegates must be registered to be able to participate in training and to be eligible to receive qualifying hours
Duration: 90 minutes
Your Life Risk Value Proposition with Sue Laing
What to be very clear about with your personal and SME clients
As a valuable advice proposition, life risk insurance couldn’t be a more difficult and intangible concept to enunciate successfully to clients. In this session, Risk guru Sue Laing will share with you where the ‘value’ really is in your Risk proposition and how you communicate it to your clients in an engaging and effective way.
When it comes to Risk value propositions, there’s no doubt the secret is to be very clear on:
what the value of this advice is and
the cost of not undertaking this advice
This session will show you how to:
De-jargonise the wealth protection advice offer in the first instance
Use client friendly language and concepts to create clarity and understanding
Optimise the engagement in the first appointment by confirming the scope of the advice and ensuring the client understands that their risks will be addressed (managing expectations).
Secure the client’s agreement on the need for wealth protection advice by creating a clarity and understanding of its role in the planning process
Overcome concerns and objections using the techniques that work
Prepare the client for a concurrent process to address both wealth management and wealth protection (instead of a staged process where insurance is left to last and often never).
Successfully position the value of the life risk advice proposition
This session focuses on the client conversations you need to be having to position your risk advice proposition effectively that makes your clients feel comfortable and informed in their buying role.
"Sue is one of the true leaders in our industry and has an infectious passion for risk.
Sue is an engaging and entertaining presenter, with outstanding expertise in both the sales and technical aspects of risk. Her sessions are always informative, interesting and easy to understand."
Former Head of Distribution