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...
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