Clearing barriers

Business protection has never been an easy sale. Not only has there been little interest shown by employers in the product, but advisers have also turned their backs on the sector. At first glance, the reason for this is unclear. How could advisers ignore the fact that there is a huge untapped market waiting to be explored? And why are employers not taking more precautions to safeguard their businesses? Intermediaries have, to a large extent, avoided the sector because of the perceived complexity surrounding it. And surely, it is more difficult to process a business protection policy than...