Richard Kateley: How can advisers sell more protection?

It seems like a number of questions are constantly being bandied around the protection market: Are advisers selling enough protection? How can they sell more? Should they be selling more? How do we get clients to buy more protection? These questions are unlikely to go away anytime soon. Yet there isn't an easy answer. As with many of the bigger questions in life, it can be difficult to pinpoint one simple solution. However, I believe that one of the rising issues is how siloed the intermediary services have become within the industry. In the main, we have pension advisers, investment ...