Andy Philo, director of strategic partnerships, Vitality, responds to a recent opinion piece in COVER that warned against focusing on free add-ons when having the protection conversation, he instead refers to these as incentives that change lives.
Last week, in an article titled ‘Why clients don't buy insurance for the freebies', Ash Borland, business coach, Ash Borland Consulting, detailed the importance of giving people the right policy for their needs, both now and in the future - a position all insurers and advisers would rightfully agree with. Protection provides people with a valuable safety net, it is there at the point of need and this should always be the focus of every adviser-client conversation. But insurance today is no longer one dimensional, merely a purchase you hope to never claim upon. Increasingly, insurers ...
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