Breaking new ground

For those IFAs already providing individual advice, entrance into the corporate or group market to sell cover can be a natural progression. If approached with the required forethought and preparation, it can become a successful and profitable method of growing the business. Ready supply While smaller IFAs often shy away from this area, in many instances they may have a ready supply of potential clients. Ian Smart, marketing technical support manager at Scottish Provident, says: 'We always advise targeting the existing client base for those IFAs wanting to enter into keyperson or sha...