Advisers must switch fact find order - Pioneer

The provider argues advisers should outline to clients the advantages of protection cover as early as the fact-find stage of the relationship. Pioneer, which merged with Exeter Friendly in March, has also unveiled plans to enhance its professional income protection plan (PIP) by increasing the maximum benefit and allowing customers to choose between underwriting on acceptance or at claim. “There are two questions for advisers: ‘How do you sell and in what order do you sell?’ says Paul Wood, UK intermediary sales director at Pioneer. “It is possible to have a meaningful conversation [w...