Protection needs identified

Bright Grey has launched a campaign to help advisers address a reduction in income through falling mortgage sales by selling more protection. The provider has carried out a study of consumer attitudes to insurance and identified the protection needs of clients that fall into four different life stages - single, couple, family and divorced. It has used this to produce a guide, available online and in print, showing a series of scenarios for each life stage to help advisers recommend the right product solution for each client, whatever their circumstances. Roger Edwards, proposition direc...