Phil Jeynes: Moving past the advised vs non-advised debate to put the customer first

"There are bad apples in both camps and we should unite in removing them"

clock • 3 min read
Phil Jeynes: Moving past the advised vs non-advised debate to put the customer first

The protection industry needs to move away from debating the merits and drawbacks of advised/non-advised models, and focus on providing more routes to cover, writes Phil Jeynes, director of corporate strategy at Reassured.

Ourrecently appointed chief digital officer, James Turnbull, who joins us from the general insurance side of the sector, observed that our sales process isn't like the traditional "funnel" which sees interested clients engaged at the wide end and taken down a linear path to purchase. Instead, it's more like a game of snakes and ladders. Customers often arrive with limited intent to purchase, unlike compulsory protection equivalents such as motor or home insurance, and then face an unfamiliar...

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