Insurers encouraged to create policy that 'grows with the client'

Former life insurer MD Iain Clark told delegates yesterday (6 December) as part of a panel discussion entitled How many insurers is enough that insurers must consider how to build a model that grows with the business rather than giving clients a product "based on who they currently are". "Insurers need to ask if their clients have anything wrong with them since they last met," Clark said. "The problem we have in the protection industry is that we are not asking those questions." He added: "We do not have products that adapt to people, we just have products that are there for people...