Speaking at the Mortgage Business Expo in Manchester, Brodnicki stressed the need to offer a more diverse range of products.
“Advisers feel like they don’t want to sell protection but someone with the wrong mortgage might be able to change after a couple of years but protection can have a major impact on someone’s life.
“Some of us are too determined to stick to our comfort zones but the market has forced a lot of us out of our comfort zones already.
“You must believe the protection advice more than the mortgage advice you’re giving. Your clients have already decided they need a mortgage so there’s no real sale to be made, but you need to sell the protection.”
He added that Mortgage Advice Bureau now gave dedicated training to staff in order to sell more protection, with 50% of the MAB’s income now coming from these sales.
“We employ people with a passion for protection and provide ongoing training. The top 10% of our advisers sell protection in 8 out of 10 cases they deal with.”
