The DVD entitled ‘Let's Talk Protection - bringing protection to life' uses case studies to explain why family protection insurance is so important and to highlight best practice to help maximise sales. It contains tips for objection-handling and interviews with advisers that are successfully selling family protection.
Legal & General believes that families would benefit from fully protecting their mortgage and their income to ensure that everyday bills and expenses could be met in the event of the death or critical illness of a breadwinner.
Bonnie Burns, Legal & General's protection product marketing director said: "Protection isn't just about covering a mortgage and we are helping advisers to highlight the importance of protecting their clients' lifestyles. This new DVD will help make it easy for advisers to discuss the concept of family protection with their clients. With the predicted fall in the mortgage market this year, advisers are looking for ways to boost their revenue and family protection is an obvious place to start.
"Depending on the products chosen, family protection could help clients maintain their standard of living, meet their daily living costs, pay off debts and afford to stay in the family home."
The DVD is available to order from Legal & General's adviser extranet: www.legalandgeneral.com/advisercentre
Legal & General has also recently produced a new support pack for advisers to help them sell more family protection. It includes:
• An adviser guide - outlining current market conditions, state benefits, client lifestyles, upselling mistakes and solutions, as well as tips on selling themselves and handling objections.
• First client flyer, ‘The importance of having life cover' - helping clients to consider the importance of protecting their loved ones and relating the cost of protection to every day expenses
• Second client flyer, ‘Help protect your lifestyle' - helps bring to life how much cover is really needed to protect client's current lifestyle.
