The culture of sales was at the heart of an industry debate about the suitability of the non-advised protection model, with leading protection figures sharing polar viewpoints.
LifeSearch chair Tom Baigrie strongly condemned a culture of sales within the non-advised distribution channel at this year's Protection Review conference, while taking part in an industry debate session. Laying out the situation of a hypothetical customer named Marsha, Baigrie stated that she was exposed to a "hidden lottery" when it came to finding protection, a "game of chance" and one that she has "every change of losing." Laying out the options of using a price comparison website, speaking directly to a financial advisor or going through the non-advised sales route, Baigrie said ...
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