Leveraging Protection Strategies to Increase Wallet Share and Retention - Part One
This two-part episode discusses how protection planning is both a client-care discipline and a growth strategy. The advisors and institutions most likely to retain assets are those that ask better questions, uncover and solve for risks before they become crises, involve the family, and coordinate the right expertise. The practical challenge from this episode is straightforward: do not try to sell another product; instead, have a meaningful conversation about protecting well-earned assets. Protection strategies are the “glue” that holds a plan together when illness, disability, care needs, or death disrupt it. Without a documented protection review, clients may face serious consequences and advisors may lose relationships they spent years building. The discussion connects protection directly to business growth. Advisors who address risks that others ignore can differentiate themselves, build trust, gather more of a client’s assets, and improve retention through major life transitions. Join our panel of experts as they discuss these important strategies. Jeffery Roy – Hancock Whitney Russ Harton - Cetera Alex Sarafianos – Regions
