by Tony Vidler
That sinking feeling you get when an insurer comes back with terms and you have to present an adverse insurance decision…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. Not great for the client usually either.
Presenting insurance 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…