For the past five years brokers have been harangued with the message they must sell protection – it is not enough to just sell mortgages.
But there is nothing wrong with being a successful, busy mortgage broker. But being a successful and busy mortgage broker does not remove the moral obligation for you to talk to your client about protection.
However, there are different ways to achieve this.
If you have tried selling life products but having those challenging conversations is not for you, there is another option: recruit a specialist protection adviser to do it instead.
Many successful appointed representatives have done this and it is proving a good way to provide a full service within a firm. It also provides integrity of customer care.
Talking about protection is not just about making the sale but about doing the right thing – making the client aware of what might befall them, the impact on home and family if it did, and what they can do to protect themselves.
It will also protect you when the client phones you up when things have gone wrong and wants to know which policies they have in place.