Record protection payouts must spur advisers on

As advisers will know only too well, the importance of protection products is not always matched by the enthusiasm they generate among clients. These aren't products that sell themselves - they rely on the case the adviser can make for them. In my experience, one of the issues clients often have around insurance is the question of whether they will actually receive a payout. There tends to be a belief that insurers will do anything they can to get out of paying, leaving the customer out of pocket twice - firstly for the premiums they have diligently paid, and secondly because they aren't...