Discussion
Risk Clinic: How to secure successful protection sales?
I'm an IFA struggling to get clients to commit to taking out cover. How do I secure successful protection sales?
Risk Clinic: IFAs and long-term care fees
I am an IFA looking to enter the LTC market. Could you please explain what the new care bill means and where I can help clients?
Market Views: How can insurers improve customer service?
According to a recent poll from EDM Group, one-third of people claim to have switched insurers in the past two years because of poor service. In your view, how can insurers improve customer service?
Market views: Should protection be on the school curriculum?
Personal finance education will be part of the national curriculum in secondary schools from September 2014. Should protection insurance be part of the discussion, and do you think this would help spread awareness by talking to younger people?
Case study: Using group risk stats with corporate clients
I am a group risk consultant. GRID has published industry claim statistics that show the types and amounts of claim, as well as showing group risk claim payout rates for the first time. Can I use these with my corporate clients? If so, how, and what kind...
Case study - Help to buy and protection cover
I am a protection and mortgage IFA with a few clients looking at Help to Buy. How can I arrange protection insurance for them such as life cover? I understand there have been difficulties in putting cover in place - is this the case, and what do I need...
Video: Could cash plan markets do even better? - Simplyhealth
Mike Wagg, head of intermediary sales at Simplyhealth notes the huge growth in Cash Plan sales during the recession and asks if growth could be even higher in the good years to come.
Discussion - Adviser inducements; what should I be wary of?
I am a protection adviser. I know there hasn't been any formal guidance on inducements for protection advisers, but we've seen providers and networks changing their stance and withdrawing inducements. Are there any steps or considerations I should bear...
Video - Engage mutual - adviser opportunity meets employers needs
Engage Mutual's David Castling outlines opportunities for a meeting of minds in the cash plan arena.
Market views - IP tax rebates
Zurich recently wrote to the Chancellor asking for the introduction of tax rebates on income protection. If implemented, would rebates boost income protection take-up?
Market views - Child cover, why the lack of interest?
In our recent COVER 360 research, our adviser- respondents said the children's cover element of critical illness cover is the second least important reason in recommending the product. However, this is a high reason for claim. Why is take-up and interest...
Market views - Has CI really changed?
We saw a lot of changes to critical illness (CI) products last year. Do you think these changes presented a meaningful difference, or was it a case of change for change's sake?
Risk Clinic: How to enter the IPMI market
"I am a broker who works exclusively in UK Private Medical Insurance [PMI] and I have heard people say that International Private Medical Insurance [IPMI] is an attractive market. How do I go about getting involved, and what do I need to know before starting...
Case study: GIP and sickness records
I am an IFA with a small SME client that has 150 employees and trying to put into place a group income protection (GIP) scheme. The company has no sickness records. How involved should I be in this? How can I convince them they need to start records and...
Will protection products move onto platforms?
Firms have developed the capability to hold protection products on a retail investment platform. How does it work and do you think the market is moving this way?
Video: Why advisers should embrace social media
Unum's Tim Jackson on why advisers should embrace social media and how they can best use these tools to their advantage.
Case study- E Cigarettes
"I am arranging cover for a client who has recently given up smoking. However she is smoking e-cigarettes in a bid to kick the habit. I understand a number of life offices are taking different approaches to this. Can anyone shed some light on whether...
Video: Enhancing business performance
Professor Nick Bacon of the Cass Business School discusses the mutual gains of protecting employees and enhancing business performance.
Video: Selling group protection - an adviser's view
Wellness at work: the opportunity for advisers. Lee Thurston, director at Jardine lloyd Thompson, reveals a few hard won tips on selling group protection as an employee benefit.
Video: Managing sickness absence
Marco Ferato, chief marketing officer at Unum, discusses the employee benefits market moving away from a reliance on life cover and towards addressing the risk of sickness absence.
Market Views - Group IP
"I am an adviser with a corporate client who has a Group Income Protection (GIP) policy. The client is asking where this market is going and what direction do you see GIP going in the next year. Where do you see innovation? This will help me in my sales...
Video: Employee benefits, the AE Trojan Horse
Steve Bee, Founder and CIO of JargonFree, explains how middleware can ensure SME and micro-firm Automatic Enrollment opt outs are minimised
Video: Employee benefits delivery in the digital age
Turn on, tune in, win out John Ritchie, CEO of Ellipse outlines his vision of employee Benefits delivery in the digital age
Market views: Protection aggregators
There is a growing trend of protection products/advice sold through an aggregator. Are we at risk of creating a two tier advice market, and if so what would this mean?
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