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The insurer said mortgage protection was traditionally given greater priority but more thought was needed to be given to family protection particularly as the cost of living was increasing.

To combat this Legal & General has produced a support pack for advisers to help them sell more family protection.

The adviser guide outlines current market conditions, state benefits, client lifestyles, upselling mistakes and solutions as well as tips on selling and handling objections.

The new guide is launched as Legal & General celebrates the seventh anniversary of its family and personal income plan.

Bonnie Burns, marketing director for protection products for Legal & General, said: "Those that do take out protection tend to focus on mortgage term assurance but anyone with a family should be aware that paying off a mortgage is not normally enough.

"Advisers need to help their clients understand that family outgoings comprise much more than just mortgage payments. With the fall in the mortgage market this year, advisers need to be savvy about boosting their revenue and family protection is an obvious place to start."