Advisers urged to summon spirit of Tolkien to boost protection sales

Roger Edwards, a former managing director of protection brands Bright Grey and Scottish Provident, and now a marketing consultant, suggested advisers tell "positive protection stories" to encourage engagement. Speaking at the Financial Services Expo in Manchester, Edwards warned a lack of focus on positive outcomes for those who take out cover was leading to consumers not securing the right level of protection. He also warned the market was too complex and said a culture exists within the industry whereby it is acceptable to "disappoint" clients, with one in four reportedly unable to ...