Unfamiliar waters

On the whole, advisers have traditionally steered clear of the business protection market. The sector has a notorious reputation as being hard to penetrate with a lot of work involved and a distinct possibility that the whole effort may eventually be for nothing, as clients lose patience with the underwriting process or decide against taking out cover because of cost. Without any hard figures to rely on, it is only anecdotally that the sector can suggest business protection products have a higher non-completion rate than other products. Whether this is the case or not, the fact that these...