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Life Insurance: what do customers want?
by Tony Vidler        One of the questions that continually vexes professionals is “what do customers want?” In the life insurance area of financial services the answer is even tougher to find than usual, because insurance is for virtually all consumers an absolute grudge purchase.  When we think about it logically every person who buys […]
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insurance-cover-amount
How to get Clients to agree to the right cover level
by Tony Vidler        It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs.  Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not.   Considering that most clients see most insurance most of the time as […]
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insurance-loading
How To Present Adverse Decisions
by Tony Vidler        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 […]
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Financial Adviser dinosaurs
The Financial Adviser Dinosaur: Not yet extinct
by Tony Vidler         Despite all the changes in financial services over recent years the “Financial Adviser Dinosaur” is far from extinct. Bear in mind that pretty much everything I know about dinosaurs has been learned from watching all the Jurassic Park movies – twice, so I am a bit of an authority on them. […]
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