Getting a foot in the door

Many advisers have considered getting involved in group protection benefits but have held back, either because they did not have the experience or felt there were too few areas where they could add value. But it is now time to revise this decision. The traditional employee benefits package had three elements: pension (defined benefit or defined contribution); group life protection and spouse's death in service pension; and income protection (IP). In this set up, the pension scheme was king. IFAs became involved in the risk elements to retain the client and demonstrated their worth by ...