Collins, Russell
September 2015
Money Management;9/3/2015, Vol. 29 Issue 15, p30
Trade Publication
The article offers the author's insights on how risk advisers can overcome client objections during interviews. He discusses the steps he took to overcome the problem when a client says he or she cannot afford the product, which include arranging a strategy paper meeting where he shared his thoughts on areas needed to be addressed, providing recommendations in the form of a state of advice (SOA) document, and asking clients how much they could afford for premiums.


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