How To Present Adverse Decisions
Financial Advice & Quick Tips Videos & Sales & Selling & Sales Tips

How To Present Adverse Decisions

June 28, 2017

by Tony Vidler  CFP logo   CLU logo  ChFC logo

insurance-loading

That sinking feeling you get when an insurer comes back with an adverse decision and you have to present it…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser.

 

Presenting these adverse decisions such as loadings, exclusions and special terms are also a very stressful time for clients – especially if they thought they were absolutely fine.

 

The stress for both parties can be entirely avoided if the adviser remembers that one of their primary functions is to be the frontline underwriter.  Managing the clients expectations and positioning the probable outcome is critical to alleviating stress for everyone involved.  How you present the decision makes such a difference that if you do it well you will actually get more business completed, and help more clients get satisfactory solutions.  There are really only 3 things to remember, and to do, if you do want to be able to present adverse decisions in a positive light and get the clients onboard with it.

 

In this weeks quick video we work through those steps and explain how to present decisions in a way that clients can get, and buy into…

 

Watch the video to learn more…

You might also be interested in this related article:
 When – and How – To Discount Your Fees
0
0
Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 319 other followers

sidebar_tony

Follow tonyvidler on

Comments (1)

Leave a Reply

Your email address will not be published. Required fields are marked *