Have we forgotten how to sell protection?

There was a time when people used to come to your house and talk about insurance. There was a time when the powers that be made insurance compulsory. Indeed, there was a time when Winston Churchill wanted to write the word ‘insure' on every front door in the land. We used to go to the people - but now we expect the people to come to us. We add new options, place some adverts, cut the price a bit more, add new options, repeat to fade… But in a world which makes increasing demands on clients' time and money, expecting people to come to us, unprompted, is optimistic to say the least. ...