Feature

With the current economic crisis adding to a widening protection gap Linton Penman says consumers need to see the need for critical illness and advisers must embrace new products

Health cash plans are testament to the saying 'a little goes a long way'. David Wilson explains how these products can keep businesses healthy and advisers happy with just a little effort

As times are getting tough, businesses' endurance levels are being put to the test. Adrian Humphreys outlines the steps necessary to assess corporate healthcare's state of fitness

As more employees expect PMI as a standard benefit rather than a luxurious extra, companies are viewing it as an essential product to attract and retain staff. Gary Noble explains

The short-term approach taken by many advisers will only change through increased work efficiency, says Ben Goss. But new business models can enable advisers to pull through hard times

Compared with men, sales of protection to women are appalling. Females have a similar need for cover, so why, asks Graham Harvey, do they fail to buy products?

Contrary to advancements in private medical care, the PMI market is lagging behind. Alistair Sclare explains why, without input from the entire industry, it risks a technological gridlock

Relationships are the interpersonal dynamics that define success or failure in everyday life. How these relationships are managed in a business context can mean the difference between profit and loss, Chris Wheatley explains

Understanding paralanguage and how it can be used to reduce non-disclosure is key to the use of tele-interviewing as a sales tool, explains Andrew Gething

Capital strength is vital in protection and should determine which insurer advisers choose, argues Stuart Lawson. Yet the market may be heading for a period of instability