How do you convey trust with phone-based advice?

In protection, trust is key - we know this. Your customer needs to trust your advice, and they need to trust the policy that they're parting with their hard earned cash for. They may need it one day...

But how do you get there?

I'm writing this article to hopefully generate some healthy discussion on what people find to work best. Having worked in a brokerage with offices that span the length and breadth of the country, I've heard a plethora of accents out there all doing an amazing job. Some say the Northern accent is very trusting, but I've seen broad cockneys succeed in gaining business from a single mum in the North so seemingly, there's no hard and fast rule. The obvious factors are industry knowledge, and no great hastiness to gain client commitment. I always preferred a two-part call when making my recommendations as I want the customer to know that I need them to understand in their own time what it is that we've discussed and the solution that we've arrived at, but I have colleagues that can book in huge policies after just 20 minutes on the phone... There doesn't seem to be a hard and fast 'stick to these three steps and you'll fly.' I'd love to know what advisers from across the UK and beyond have to say on this. Our industry faces enough scrutiny as it is.

Please share the article, and/or leave your insight as I'd love to see what the many great brokers out there have to say on the matter.

Thanks in advance.