Tom Baigrie: Don't fob people off, refer them

Signposting is a word you'll be hearing more and more about, now that the Cabinet Office sponsored Access to Insurance group has launched its signposting service through BIBA. Its primary aim is to improve the help our industry offers to those with pre-existing medical conditions, by providing a simple clear route to getting the advice needed to reach a definitive underwriting answer and make best the chance of that answer being a ‘yes'. If we get the message out to all those who get asked about protection, but don't advise on it, or who just do simplified forms of it and can't help a...