Advisers have a role in improving protection sales

Richard Verdin, sales and marketing director at Direct Life & Pensions, says there has been a distinct lack of innovation around the advice process so the industry priorities should be how products can be presented to consumers and in what priority order. More specifically, he states: “We must talk about solutions, rather than products. For example, providing consumers with protection or income cover in the event of unemployment. By presenting products as solutions to customers, they understand it well and start to select and prioritise around their own requirements.” Verdin believes th...