How to build your client bank

Once again, businesses are positive about their financial future. Eighty five percent of companies are confident that their profits will increase over the next five years, according to research by Legal & General and the Institute of ­Directors. However, a £1.1trn business protection gap suggests that company owners are putting these bright futures at risk. In the event of the loss of a key person, 39% of owners would not expect their businesses to survive another 18 months. Yet many advisers are deterred from advising companies on these matters, for fears that they will not be able to ...