Feature

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

Protection can be a necessity for some clients, yet they find themselves declined by mainstream insurers. Roger Hillier explains impaired health policies

It is during hard times that people need protection the most but persuading them to part with their cash may be difficult. Roger Edwards offers some marketing advice

A European cross-border health directive may seem good news for UK patients. But do overseas care packages inadvertently overlook 'hidden' expenses? Jack Briggs argues treatment in the UK through a PMI policy would be better value

With little product innovation at the moment, protection providers are being forced to compete with price. Lucy Quinton explains why the changing rates of last year look set to continue

Haemochromatosis is when the body absorbs excess iron which is then deposited in its organs causing enlargement and irreparable damage. Peter Jolliffe explains the effects of the disease and how it can be treated

Can a provider's claims statistics be taken at face value? Dale Tranter dissects the data to examine what contributes to the figures made available to the public

Bernie Hickman makes the case for the industry to push customer engagement, regulation and the issues - defining the way forward before it is too late