Extras hold key to sales

protection

income protection products need to be backed by additional services

Offering additional support services to clients buying income protection (IP) could finally help the product move away from stagnant sales figures, claims Roger Edwards, product dir-ector at Bright Grey. Edwards said providers need to offer more services alongside the product, as nearly three in four people were more likely to buy a policy if they received help with rehabilitation as an added benefit. Quoting research carried out by NMG, Edwards said 92% of consumers would value support services such as trained nurses or counsellors for example. Despite the additional cost of introduci...