The Article For Financial Ad-visor

The Article For Financial Ad-visor

If IFAs and Life Assurance Companies are to compete effectively with the direct sales channels that are trading today and with the many more about to appear in the next 24 months then they must first realize exactly what they have to do.

If they want to keep, never mind increase, their market share they must grow, and grow effectively. In fact to stand still is to slowly die because their market share will slowly be eroded. If their aim is to increase their market share they have to come to the realization that this can only be achieved by recruiting new people. Not chasing the small numbers of industry trained professionals that are already working in the business.

New blood is, and has always been, the way to generate the enhanced levels of business that most of the Life Companies want and will need. There are only so many existing trained people to go around anyway. Companies must also engender and breed loyalty among their people so that they stay because they want to; not simply because they perhaps get paid a bit more.

This is where the benefit of not just professional training but the right training comes in. Most companies are prepared to, and do spend fortunes, on qualification training – that is to get peopled qualified to do the job – however, this is less than half of what is required. If they don

The Article For Financial Ad-visor

The Article For Financial Ad-visor

If IFAs and Life Assurance Companies are to compete effectively with the direct sales channels that are trading today and with the many more about to appear in the next 24 months then they must first realize exactly what they have to do.

If they want to keep, never mind increase, their market share they must grow, and grow effectively. In fact to stand still is to slowly die because their market share will slowly be eroded. If their aim is to increase their market share they have to come to the realization that this can only be achieved by recruiting new people. Not chasing the small numbers of industry trained professionals that are already working in the business.

New blood is, and has always been, the way to generate the enhanced levels of business that most of the Life Companies want and will need. There are only so many existing trained people to go around anyway. Companies must also engender and breed loyalty among their people so that they stay because they want to; not simply because they perhaps get paid a bit more.

This is where the benefit of not just professional training but the right training comes in. Most companies are prepared to, and do spend fortunes, on qualification training – that is to get peopled qualified to do the job – however, this is less than half of what is required. If they don