When I recommend that a client take out the British Friendly income protection policy, I can now say, hand on heart, that I know what their nurse’s screen involves.
I can explain the practical benefits that comes from using their annually allotted points quota towards the health screen.
It’s not just a case of selling the product to them, it’s the ability to explain and encourage the use of this value-added benefit, so that they can monitor their health and make positive changes to remain or become healthier, in the long run.
My main tip from an adviser’s perspective is to encourage clients to take part in a nurse health screening, as it’s good for their health!
Professionally, the screening was invaluable in understanding the experience that some clients go through as part of the underwriting process, and the long-term practical advantages of having policies that offer this service.
I believe that advisers can really add to the quality of their recommendation to clients, by not just selling products, but by highlighting the value of this service when arranging their protection insurance.
Kathryn Knowles is managing director at Cura Financial Services
