Exeter Friendly Society has created a very lightly branded income protection (IP) information and sales technique website in an effort to boost IFA sales across the industry.
http://www.protectionpath.co.uk is aimed at all levels of sales knowledge and is sectioned into three parts.
‘Making the phones ring' is a range of conversation starters , comparing discussion points such as Government benefits, the price of coffee, pet insurance etc... It includes a section to download unbranded sales aids, banners and leaflet ideas that advisers are free to use as they wish.
‘Jumping the hurdles' is designed to add to the initial material used to help manage the sales process and overcome any objections along the way. It includes a range of ‘disruptive' statistics.
‘Dotting the i's' is for getting customers who have agreed income protection is right for them on risk as quickly and smoothly as possible. It includes a suitability letter guide, underwriting guide and a guide to claiming.
Discussing the site, Mike O'Brien Head of Intermediary Sales at Exeter Family Friendly said: "This is a library of all we know about selling IP, freely available to the market.
"Not enough people buy IP, so why? IFA priorities could mark it low. But, again, why? We think it is because they overwhelmingly do not understand it.
"In the old days insurers were able to train and mentor distributors. We as an industry also made consumers face up to things. Nowadays there is a need for someone to step up and fill this space."
Exeter said it would be adding to the site as feedback grows and would give advisers that felt they needed it individual guidance on IP sales technique.
Discussing the site, Andy Walton, protection sales director at Intrinsic, said: "We're currently running a campaign to promote awareness of income protection with our advisers and this is just the sort of support and material they need.
"This is an important time for both advisers and insurers to back income protection and to kick start consumer demand for the product."
