How to Emphasise Policy Value Over Premiums


A video to help advisers navigate price rejection during a client consultation has been released by Partners Life.

The firm has had an increased number of advisers talk to it about pricing, and asking for help on how to emphasise value during advice conversations. It’s latest video (below) captures some of the key messages based on research the company has undertaken.

In a statement to advisers, the firm concedes that buying on first year premiums – instead of on long term insurer value – can be fraught with danger.

“Affordability is important, and it is an adviser’s job to make sure an insurance package meets their client’s budget,” says the firm.

“However, advisers also want to make sure that clients consider long term value, and don’t focus too much on price comparisons.”