LifeSearch helps develop adviser CI sales script

LifeSearch has been asked by AIFA to help the ABI develop a guideline script for advisers selling critical illness insurance (CI).

It follows FSA research which found oral sales of CI are consistently failing to meet acceptable sales standards.

The ABI and AIFA have decided to take action to ensure the FSA does not tarnish the CI market with PPI-style regulation.

COVER previously learnt the project was underway with the ABI planning to release the scripts before next year.

Matt Morris, senior policy adviser at LifeSearch, says: "AIFA recently asked LifeSearch to help the ABI develop a guideline script for advisers selling CI.

"The FSA's ICOB sourcebook noted the product was not properly explained during 82% of cases of mystery shop calls. The ABI and AIFA took action to sort out the problem before the FSA did things their way.

"The points that need to be covered are those any good adviser would cover anyway and, importantly, non-advisers would be subject to the same duty of care."

Morris says "forcing" advisers to follow a script would never work. "The scripts are only a guide to those advisers who feel they need it, particularly those who are not experienced in selling protection," he adds.