Broker cross-selling up as crunch sets in

According to the latest protection survey from Paradigm Mortgage Services, 96% of its members write term assurance business and 94% transact critical illness cover, while only 4% do not write any protection business at all. The findings contrast research from Zurich which suggested individuals without cover consider it too expensive. "At a time when all intermediary firms should be actively engaged in cross-sale activity, it is particularly pleasing to see a high percentage of member firms writing protection business," John Coffield, head of Paradigm Mortgage Services, says. "As an ab...