Paul Avis: Group insurance provides so much more than a cheque

As an industry, group insurers tend to hide their light under a bushel. While product terms and conditions, service, medical underwriting, Financial Ombudsman Service referral volumes and upheld rates and so forth play a part in an adviser's choice of which contract to purchase from which insurer, is this what the customer really wants? I met with an adviser recently who confirmed they had majored on the lack of medical underwriting with group schemes - thanks to ‘free cover limits' - for their marketing campaign. They were shocked when people they spoke to said they did not realise ther...