In any relationship, being honest with someone and having their best interests at heart, however hard the message, is key to building trust. So how does this ‘tough love’ translate to the world of financial advice?

Overcome objections

You might be worried that a new client might see protection as an unnecessary extra. You may not want to take up too much of their time talking about the different risks and range of covers available. And you may hear common objections like ‘I don’t need protection’, ‘I just can’t afford it’, or ‘Don’t they all do the same job?’

But clients need advice to help them understand the risks and best protection for their needs. And only you, as their adviser, can point out the substantial differences between products.

​Remind clients of your value

Having an open and upfront discussion can help make sure your client gets the right outcome when they really need it.

And keeping in touch with clients and inviting them for regular reviews, means they’ll be reminded of the value of your advice.

You could use our sample client communications to help with this.