Stabilising the finances

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When selling protection, IFAs may have to ditch hard facts and be more aware of the clients' needs - especially over their savings, says Louise Colley

Against the backdrop of continuing financial uncertainty, consumers’ basic need for protection insurance is more important than ever. But a report looking at the finances and concerns of families has found a wide disparity between their understanding of the need for protection and the reality of what steps they have taken to address it. Aviva’s Family Finances Report found that 84% of the UK population is classed as living as part of a “modern family”. It also revealed that a staggering 93% do not feel they have adequate financial protection. When asked which specific protection produ...

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