The Art of Protection: How Advisers Can Transform Client Engagement with Smart Presentation
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absolutely right Amanda
first thing always say to my clients is we are here to talk about getting you a mortgage which will buy you a house where you end up having many years of happiness in, however at the same time it is my job to make sure that if circumstances in your lives change eg you become ill or even worse you die or suffer a serious illness that you have enough money to keep the house, which is most important given that you will be paying this mortgage over a very long time.
what annoys me is that the process of a mortgage is so long winded and compliant that advisers nearly always say we will make arrangements to discuss this once the mortgage is offered and then it becomes an after thought.
Right upfront so we know what the mortgage is going to cost you so given the money you have coming in every month, and when i look at your wage slips i see you pay 5% of your salary into a pension every month do you know why that is?
and obviously it is to have enough money when they retire so on what i have just said what if you become ill and cannot continue saving towards your pension what will you do then, and how will you be able to keep your mortgage payments up and you lose your house? ? and that point u you get them to commit a % of their incomes to make sure if it does happen they will avoid any future problems.
that budge commitment is absolutely key to your presentation
thank you for that as long has we stay within this are you happy to go ahead with this?
At the end of the day networks and directly authorised its al about these above you kicking you for business and most of these do not know what the hell they are doing anyway
Advisers a large majority have lost the are of selling. Its not difficult lets face it you are all salesman at the end of the day no qualification for that, its just life empathy and believing yourself in every word you say to a client