Using vulnerability data to improve protection sales in the mortgage and HNW markets

"The combination of carrot and stick should make a marked difference"

clock • 3 min read

Andrew Gething, managing director of MorganAsh, examines why data derived from customer vulnerability assessments provides an opportunity to increase sales of protection policies in the mortgage and High Net Worth sectors, while addressing the requirements of the FCA's Consumer Duty.

For years the protection market has struggled to engage with mortgage and high-net-worth markets to promote protection. There are exceptions and indeed AMI (Association of Mortgage Intermediaries) and other mortgage leaders have been banging the drum, but this remains an uphill struggle. Consumer Duty requires all financial firms to mitigate known potential harms - the risk of taking out a loan or mortgage without any sort of protection for ill health or loss of income is a known harm.   Protection firms are quite rightly raising this, but will it be enough? A lot of work has go...

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