Bright Grey produces life stage guide as a result of consumer research
Bright Grey has launched a campaign to help advisers address a reduction in income through falling mortgage sales by selling more protection.
The provider has carried out a study of consumer attitudes to insurance and identified the protection needs of clients that fall into four different life stages - single, couple, family and divorced. It has used this to produce a guide, available online and in print, showing a series of scenarios for each life stage to help advisers recommend the right product solution for each client, whatever their circumstances.
Roger Edwards, proposition director, Bright Grey said: 'The research was a very insightful view into people's attitudes towards protection insurance. This has allowed us to collate common obstacles advisers may be met with and an array of tools that help the adviser to overcome these obstacles.'
The material is aimed at new advisers to the market and those who want to earn more from protection sales. It includes desktop flipcharts giving product scenarios for each of the life stages and unbranded client-facing brochures designed to address the different needs of each life stage.
Commenting, Alan Lakey, principal of Highclere financial Services, said: "This is promising. A problem in this sector is actually lack of consumer engagement by advisers. There is a sense of elitism within some pension and investment firms that protection sales are beneath them. So anything that can form part of the education process for advisers and the public is a good thing."
