Like it or not, when assessing the hours of work per case in relation to the remuneration, protection business is often less profitable than other lines of advice.
In fact, a frustrating anomaly of protection advice is the frequent inability to closely align the remuneration with the work because of the unknown health factors. For example; a £20 premium case could have heath complications which incur significant work for the adviser firm whereas a £150 premium case could be ‘clean' and go ‘straight through'. However, there exists a more significant issue. The dreaded counter-offer. Factfinding has been completed, research has been undertaken, recommendations have been made, the client agrees with the rationale supporting the recommendation and says...
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