Neil Bohan | How To Quickly Generate Trust and Client Loyalty

07/24/23 • 34 min

Hazel and Wayne are joined by Neil Bohan, Principle and adviser at Personal Touch Kent and what a conversation it is! This episode is bursting at the seams with superb one-liners which can quickly generate client trust and loyalty when it comes to building rapport and advising on products. Neil shares with us some of his best kept sales secrets and gives such an honest insight in to why he feels protection is a must have conversation when it comes to financial planning and mortgage advice.
As professionals in the financial industry, we can sometimes let our own mindset and assumptions get in the way and Neil talks through how he overcomes this and why he feels every single client needs to be giving the opportunity to take out protection.
We cover:

Neil’s secrets to protection success and sales tips
How Neil brings up the subject of protection in every single conversation no matter the scenario whether that be remortgage, product transfer, new purchase or financial planning
The benefits and importance of continuous client relationships and how to retain your customer base with one simple phrase

During this episode you’ll hear us reference “Kelly” and her story being the reason why Neil was a winner of L&G’s Hero in the Middle award.
If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.

Neil’s secrets to protection success and sales tips
How Neil brings up the subject of protection in every single conversation no matter the scenario whether that be remortgage, product transfer, new purchase or financial planning
The benefits and importance of continuous client relationships and how to retain your customer base with one simple phrase

Previous Episode

Adrian Benjamin | Are You An Adviser Wanting To Recommend Business Protection?

Are you an adviser wanting to start recommending Business Protection? If so, this episode is for you... In this episode Hazel and Wayne welcome back Adrian Benjamin a Wealth Protection Adviser with Precise Protect. Back when we first filmed with Adrian, he mentioned his goal of entering the Business Protection market and we wanted to invite him in to hear how his first 6 months is going...
Within Legal and General’s State of the Nation business research we discover how many businesses have debt and how many would be forced to cease trading within 12 months if they lost a key person. Advisers are ideally placed to help businesses understand the uncertainty of risks, and to make the right decisions in protecting themselves against certain unexpected and in many cases unforeseen events. The report helps advisers protect the nation's SME's, build long-term relationships, and ensure they are protected for their futures. Therefore, it is no surprise that Adrian has seen an opportunity here to adapt his approach and focus on helping business owners with their protection needs.
In this episode we cover:

Why Adrian feels business protection is a useful product to have in your toolkit
The transferable skills Adrian feels set him up for success in this area
An outline of the peaks and troughs within the first six months of Adrian starting business protection
How Adrian developed his learning and CPD to be best placed to give this advice.

As Adrian references within our chat, here at Legal and General we provide a whole host of Business Protection webinars, workshops and support materials. If we can help you with this, then please do not hesitate to reach out to us. Please also find some of the support materials mentioned in this episode in the attachments section.
If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.

Next Episode

Nathan Ansell | Business Protection – The Journey To Growing Your Business In This Sector

With 60% of businesses stating they’d cease trading within 12 months of losing a key person and 75% of businesses having some form of borrowing*, there is a clear need in the market for business protection advice. This is where Nathan Ansell comes in, owner of Hend Consulting Ltd. Nathan set up Hend Consulting Ltd just under 5 years ago to specialise in business protection.
In this episode Wayne and Hazel explore Nathan’s journey into the business protection market and what he has learned along the way from the challenges he has faced. If you are looking to expand your business protection sales or generate leads within this market, Nathan expertly shares how he does this and why he feels giving this advice is imperative to achieving good client outcomes.
We cover:

Nathan’s journey in to specialising in Business Protection and how he has grown his business in this area
The different Business Protection client types and how to approach them
How Nathan generates leads and demonstrates the need for multiple products to his clients
What to look out for within a fact find to support Business Protection recommendations

During the episode we refer to Legal & General’s State of the Nation, SME Report 2021. To review this research and download the report follow this link: State of the Nation | Legal & General (legalandgeneral.com)
If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.
*taken from Legal and General State of the Nation research 2021