Good advice today can mean having
a tough conversation about tomorrow
Don't sell your customers short by avoiding the tough questions. You owe it to them to be direct about the situation they could find themselves in if they need to make a claim. Helping Hand gives you the perfect opportunity to enter into this tough but worthwhile conversation.
Discussing post-claim scenarios with a client will never be the most comfortable conversation. But putting Helping Hand on the agenda moves the conversation from price to quality of cover. Helping Hand can often be the catalyst for closing a sale.
As Kevin Stevens, head of sales, Bright Grey, points out - that's just good business:
The commercial benefits of Helping Hand are clear. It sets your
advice apart, strengthens client relationships, enhances your
reputation and drives referrals.
A good place to start is by asking a few "how will" questions?
Q. If you die how will those you leave behind cope with your loss?
Q. If you get ill, how will you, and those around you, cope with your treatment?
Q. How will you get immediate answers to questions about your condition and how will you make the best possible recovery?
Asking these questions will help clients understand some of the more sensitive issues surrounding making their protection choice as well as what to expect should they make a claim. Our research suggests that once you highlight these issues customers and their families immediately recognise the value of Helping Hand and the value of good advice.
Ever improving survival rates are good news
Highlighting how Helping Hand can aid recovery is good business
It's really important to point out that improvements in medical science mean more people are surviving a critical illness and are having to come to terms with restructuring their lives. This change in lifestyle and the inevitable focus on making the best possible recovery means Helping Hand has never been of greater value. And in the rare event that a claim is turned down your client can still benefit from the Helping Hand service.
Using these questions and arguments will help you demonstrate good advice.
Telling them Helping Hand is included in the cost of the plan will make that good advice great.
Video case study
IFA Simon Ereira talks
about the commercial
benefits of "Helping Hand"
Bright fact
78%
of people would be more likely to buy a critical illness or life cover plan if it offered access to a qualified nurse as part of the plan.
Source:
Tickbox.net
February 2011
