“This approach appears to stem from an unnatural fear that communication skills are about selling and that selling is not professional. I do not believe that selling and professionalism are mutually exclusive and unless advisers improve their communication, relationship-building and selling skills, our underinsurance problem will only worsen. It hasn’t been as successful as it could have been because in order to meet compliance obligations, many licensees have ignored the need for advisers to develop communication and relationship-building skills.”

In order to discover what clients really need and to meet their best interest obligations, advisers need to know and understand their clients

Read the full article by Scott Hodder on ifa.com.au.