This suggests your clients may be comfortable with the concept of insurance but do not always make the most sensible choices when prioritising what to insure, presenting the adviser with an opportunity to set them on the right track.
This guide examine the variety of critical illness cover on the market, the use of menu plans, how to highlight the subject of CI protection with clients, and how to expedite the process.
Answers provided by Alan Lakey, partner at Highclere Financial Services, and Ian Smart, head of product development and technical support at Bright Grey & Scottish Provident.