Focus on sales

It's been a full 12 months since the introduction of Financial Services Authority (FSA) regulation, and it's fair to say the market has seen some changes during this time. Regulation has brought both challenges and opportunities to advisers working in health insurance and protection. As with other markets before it, the regulation of general insurance has meant consolidation and, therefore, a reduction in the number of advisers working in this area. Although having fewer people trying to promote the need for cover may seem like bad news, this is a real chance for advisers to prove their...