Planting the seed

This year's COVER Insight research gives us a valuable snapshot of the protection industry and how advisers rate providers in terms of their products and service. Such industry research is vital if we are to continue to grow the market and improve year on year. Most advisers would agree that protection insurance of any sort tends to be a push rather than a pull sale - that is, customers do not ask for insurance unless prompted, but need to be made aware of the potential impact of not being insured. The task for Legal & General and other providers is to make that sale as easy as possible f...