Visiting life insurance industry expert, Bruce Etherington, is sending a message to Australian advisers about the need to engage with more clients.
Speaking to packed adviser audiences this week as a guest of Asteron, Canadian-based Mr Etherington, known as the Godfather of Life Insurance, believes the adviser’s voice is losing impact today because they don’t see enough people to make that impact.
He said “If [advisers] see more people, and make a difference in more people’s lives, then the advice profession will have a mightier voice in the community.”
Mr Etherington’s message is being delivered via a series of workshops intended to coach advisers on how to evaluate their own effectiveness by encouraging them to look at ‘Why am I doing what I am doing, and the way I am doing it?”
“Sales success also comes down to building a ‘trust’ relationship with clients,” said Mr Etherington, adding: “Why would someone buy from you? Because you understand your client as an individual and their changing financial needs, and deliver on those needs as their lives mature and become more complex.”
Following his presentations to advisers this week in the eastern states, Mr Etherington will also be making presentations at the 2011 AFA National Conference on the Gold Coast, which runs from 23 – 25 October.
Mr Etherington specialises as a life insurance adviser. He is a 42-year member of the international Million Dollar Roundtable organisation and past Chair of its exclusive Top of the Table group.
