View more on these topics

Right time to tackle the protection issue

ROGER EDWARDS, PROPOSITION DIRECTOR, BRIGHT GREY
ROGER EDWARDS, PROPOSITION DIRECTOR, BRIGHT GREY

In Britain we are pretty much set in our ways and comfortable following an annual pattern of inevitability.

We’ve already enjoyed Easter, had a flutter on the Grand National and, according to the preordained calendar, should now be well immersed in the house-hunting season.

But with spring in the air the housing market is still in hibernation and showing little sign of waking from its slumber.

We’re all aware of the appetite to progress things but those keen to get on the property ladder continue to be thwarted by lenders.

Lack of business has seen many mortgage brokers diversify and concentrate their efforts on writing protection business.
But judging from some of my conversations with brokers, writing protection business doesn’t come naturally.

The good news is that providers now have a host of marketing material that divides clients according to life stage, with support material offering help on how to approach them.

So while there may not be a stream of new business coming through the door there is a rich seam of potential business from existing clients that some advisers are already making good use of.

In the middle of a booming property market advisers couldn’t always find the time for protection and clients either ignored their needs or sourced products themselves, so there’s plenty of scope to tackle the issue now.

Recommended

RICHARD SEXTON, DIRECTOR OF BUSINESS DEVELOPMENT, E.SURV

The green agenda is still important

At the time of writing the country is enjoying a period of eerily quiet, blue skies although those stranded by the volcanic plume may feel this is small compensation. No doubt boffins will furiously be calculating whether the drop in aviation pollution has been offset by an increase in the use of other forms of […]

LEE GLADWELL, NEED TO BOOST, UNDERSTANDING

Speed not expertise is what consumers rate

Research from Platform has exposed a glaring discrepancy between the way brokers view themselves and the reasons consumers give for using them. Platform, the broker arm of The Co-operative Financial Services, has analysed feedback from brokers and consumers to gain an insight into what drives the public to seek advice from brokers. The survey found […]

27

No happy ending for HoC ARs

Appointed representatives of Home of Choice and no doubt its directors have been left shell shocked by the news today that the network is to go into administration.

Europe: Nursery slopes

After a flat year for European equities, in which the Artemis European Growth Fund outperformed, manager Philip Wolstencroft is (cautiously) optimistic about 2016.

Newsletter

News and expert analysis straight to your inbox

Sign up