- Taking time to research the most suitable options.
- Prepare clients for the underwriting process - such as getting GP reports and tele-interviews.
- Establish realistic expectations of terms from the start.
"Where cover cannot be sourced, the client could be signposted to a specialist firm, who may be able to help with the more bespoke policies", he adds.
This is a point emphasised by Deepak Jobanputra, deputy chief executive of Vitality Life, who comments: "Advisers play a vital role in helping make their clients aware of the support services now widely available with many protection products, and helping them understand how valuable they are, often for no additional cost.
"These support services should be as much a part of the conversation as the product benefits. There is particular focus on preventative support, helping individuals understand their mental health, and can be the difference between making a claim and not", Mr Jobanputra adds.
For example, Unum and Canada Life have teamed up with Lifeworks; others have brought the RedArc nurses on board, while Vitality has partnered with Big White Wall, an online mental health and wellbeing service, to provide support and recovery services from trained professionals.
All these services are available confidentially through helplines or online applications, which are available for free to policyholders.
All they need is someone to point them in the right direction, whether they have taken out group or individual protection.
simoney.kyriakou@ft.com
