The credit crunch of 2008 was bad news for mortgage sales, but created an even more pressing need for people to take out protection. So we upped the ante on the support we provided Bright Grey advisers to help them make the most of the sale.
The campaign identified four different life stages that clients were likely to fall into. A single person might just want to protect the mortgage, whereas a couple might have more disposable income and want to protect their lifestyle. Those with a family or who are getting divorced will have different protection needs again.
We created a desktop flipchart that outlined a series of product scenarios for each life stage to help the adviser match the right cover for each client.
It showed the flexibility and depth of the menu protection plan and its ability to create a tailored protection solution.
We also produced a range of unbranded objection handling support for each life stage to help make it easier for the adviser to talk about the need for protection – and to show the client it might be more affordable than they think.
Roger Edwards, proposition director at the time, described my first campaign as “The most impressive campaign I’ve seen in 20 years of working in protection.” Cheers Roger!