Use positive stories to improve protection engagement

  It felt good to open Swiss Re's Term and Health Watch to find increases in sales across life and critical illness cover and a strong lead from income protection. In March Tom Baigrie made a rousing speech at the LifeSearch Awards, where he said something which should have been the bleeding obvious to all of us, but for years hadn't been. The claim is our product. But now most companies get this. Publishing claims stats close to 100% creates confidence in advisers and clients alike and will, over a period, erode the perception the public still have that we hide behind the small...