Client contact for advisers involved in the family and business insurance business is vastly different to other commodities in the financial services profession. The client contact regime for risk is also very different from those involved with the sale of tangible goods such as cars, houses, commodities, essential purchases or shares.

Clients who purchase insurance have a far different mindset than those who are purchasing finance, accounting services, shares, managed investments or financial planning. Insurance is generally seen as an add-on or expense by the client.

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