Buck up IP sales efforts, reinsurer urges

Advisers and providers have been urged to improve their sales technique when it comes to selling income protection (IP) by the inaugural Watch in Brief from Swiss Re. In May, the reinsurer criticised the industry in its annual Term & Health Watch report for not doing more to invigorate IP. In this latest report, it has concluded that "either intermediaries find the challenge of overcoming consumer apathy to be beyond them, or they are just not raising the issue." The reinsurer acknowledged some advisers may have legitimate concerns regarding the practical difficulties presented by the u...