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A reality check can promote protection

ROGER EDWARDS, PROPOSITION DIRECTOR, BRIGHT GREY & SCOTTISH PROVIDENT
ROGER EDWARDS, PROPOSITION DIRECTOR, BRIGHT GREY & SCOTTISH PROVIDENT

One area often overlooked in a parent’s desire to do the right thing for their children is dealing with he family’s financial future. That means looking at how the family could survive the loss of income through sickness or death.

Unsurprisingly, it’s more pleasant to have a family discussion about next year’s summer holiday or what to buy the
children for their birthday.

But ask your clients how they would pay for that holiday or birthday treats if their income stopped.

Getting them to understand the consequences of what could happen if things go wrong might alert them to the importance of taking out protection insurance.

While getting people to confront these issues is difficult, there are ways of making protection a little easier to sell. Providers’ marketing materials often include quotes and stories from people who have gone through the claims process and experienced the benefits of taking out protection first hand.

These are real life stories that your clients can relate to and may help convey the message that protection insurance is a necessity not a luxury.

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