Intermediary sales

There has been considerable comment in the trade press recently on the competence of broker consultants. Nevertheless, there can be little doubt that good intermediary sales consultants are highly sought after by Life Offices and Investment Houses and are seen as a key element in their distribution strategy for the IFA market. As Life Offices and product providers alike try to control their distribution costs in a 'one per cent world' we have seen an increase in the number of telephone-based broker consultants and a slow reduction in the number of field-based staff. They are tending to...