1. Insurance is a complicatedproduct.2. Ongoingrelationship.3. Aftermarket support.4. The fiduciaryconcept.5. You werereferred. 6. Financialplanning. 7. Expertise.8. The economic landscape ischanging. 9. Hand holding. 10. Someone to blame.Bryce Sanders is president of PerceptiveBusiness Solutions Inc. He provides HNW clientacquisition training for the financial services industry. Hisbook, “Captivating the Wealthy Investor” can be foundon Amazon.
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