Legal & General (L&G) will assess which of the advisers at its mortgage network are best at selling protection alongside a mortgage.
It is set to roll out a sales analysis tool called the Mortgage Related Protection Framework (MRP), which compares the individual performances of its employees.
It is currently being used at Legal & General Partnership Services, which represents around 11% of its protection business, and L&G says it will enable it to improve the performance of its advisers and increase profitability.
Advisers at MRP are tied to L&G for protection and general insurance sales but are effectively whole of market for mortgages.
"In every firm there will be some advisers that are good at selling protection alongside a mortgage and some that are not," says Karen Blatchford, L&G commercial director for housing.
"Our MRP tool helps identify those who need assistance, so we can improve individual performance and increase profitability for the firm. Training can be targeted and tailored to individual needs and help support long-term development plans."IFAonline
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