Is trail commission right for protection advisers?

Speaking at the Protection Review annual dinner, Paul Bradshaw, chairman of Nucleus Group, told attendees protection IFAs should follow the example of intermediaries in the wealth management industry who are moving to trail-based commission models where they get a 3% upfront payment followed by 0.5% in trail commission. Bradshaw suggests the model would help IFAs by providing a steady income and would incentivise them to service consumers for longer, particularly when their clients’ circumstances change. Nick Kirwan, protection market director at Scottish Widows, believes the suggestion...