TITLE

DEALING WITH CLIENT OBJECTIONS

AUTHOR(S)
Collins, Russell
PUB. DATE
September 2015
SOURCE
Money Management;9/3/2015, Vol. 29 Issue 15, p30
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
110183332

 

Related Articles

  • Wise Investors Establish Risk, Reward Performance Expectations. Nolan, David // State Journal (WV);3/9/2012, Vol. 28 Issue 10, p29 

    The author discusses the need for investors to develop risk and reward performance expectations with managers before creating investment programs to avoid future problems.

  • Avoiding an unfortunate lapse. Raffo, Sarina // Money Management;10/17/2013, Vol. 27 Issue 40, p25 

    The article offers tips on how financial advisers can prevent insurance lapse. It suggests that financial advisers must regularly remind their clients about the significance of insurance and on why it is being implemented. It says that advisers can consider options when dealing with client who...

  • Loading row splits industry. Holt, Natalie // Money Marketing;8/5/2010, p52 

    The article reports on the conflict between financial advisers and some product providers relative to the practice of loading premium in Great Britain.

  • The weekly MM poll.  // Money Marketing;5/1/2014, Issue 1434, p12 

    The article shows the results of a poll conducted by "Money Marketing," magazine for the week April 28 to May 2, 2014, in which 60% of the financial advisers surveyed responded that they have seen a large increase in their professional indemnity (PI) insurance premiums.

  • Advice Not Worth Following. Todd, Sarah // Research Reports: American Institute for Economic Research;7/2/2012, Vol. 79 Issue 12, p4 

    The article provides several tips to make the meeting with a financial advisor productive. It mentions that advisors do not always consider their clients as their first priority. It suggests checking the credentials of the consultants. It also suggests to make sure whether the financial product...

  • NEW TOOLS OF THE TRADE. Bevan, Brent // Money Management;5/15/2014, Vol. 28 Issue 15, p17 

    The article highlights the challenges for financial advisors and investment planners over the issue of longevity and sequencing risk management under retail advice frameworks and platforms. Noted is that the topic on longevity risk and sequencing risk has drawn attention among investors after...

  • Protecting Your Ass(ets) 2014. Kivenko, Ken // Canadian MoneySaver;Mar/Apr2014, p18 

    The article offers suggestions on ways to protect financial assets. Topics discussed include assessment of investment returns, asset distribution in the portfolio and qualifications of investment advisors. Additional topics discussed include advisors who have dual licenses to sell securities and...

  • We need to talk about risk.  // Money Marketing;1/20/2011, p43 

    The article offers the author's insights on risk and risk management regarding investments in Great Britain. The author stresses that consumer attitudes towards investment risk are varied compared to those of investment professionals. He also emphasizes the need for investment advisers and...

  • Wealth management in the world's richest country.  // MiddleEast Insurance Review;Aug2011, p42 

    The article presents the author's views regarding the opportunities in the wealth management sector of Qatar. It explores the need for a high-quality financial advice by the country following its ambitious infrastructure development projects. It also notes the importance of investing customer's...

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics