Martin Werth: Protection is in decline... how do we turn things around?

May 2013
Money Marketing (Online Edition);5/28/2013, p5
In this article the author discusses that protection sales is on a downward with 2012 new business at 55 per cent of 2003 levels. The author says that selling protection properly is insufficiently profitable, so distributors avoid it. The author also says that removing unnecessary steps and unexpected underwriting delays will refocus the sale on the quality of advice.


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