Why your clients aren't buying life insurance... and how you can change their minds

Life insurance has been a relatively slow burner among consumers. In its first Retail Conduct Risk Outlook published last year, the FSA said although there is a trend towards longevity among the UK population, the life sector still “faces challenges”. The biggest challenge, according to the regulator, is that consumer perception of some life products has been negatively affected by pension and endowment mis-selling. Despite this, LV= announced last week it had paid out 100% of its life insurance claims in 2011, roughly £28m. Les Conway, director and financial adviser at Essentially...