Advisers must communicate need for business protection

Advisers have failed their clients when it comes to business protection as most have not recommended suitable key person cover, according to one industry expert. Speaking at the COVER Protection Forum, Mark Meads, head of sales, individual protection at Aegon Scottish Equitable, said advisers should not be afraid to expand their remit by starting to promote business protection. He admitted there were reasons why business protection had not been encouraged by advisers. Namely, it was perceived as too complex and time consuming, with a lack of suitable clients, established connections and a...