All advisers surveyed for a report by Epoq Legal supported insurers doing more to remind clients about added benefits in their ongoing communications and marketing.
A legal service to help clients handle wills or power of attorney was believed by 81% of advisers to be of value to clients.
The majority of advisers surveyed (56%) believed offering additional benefits helps sales and that insurers should offer a range of added benefits.
The survey was carried out for Epoq Legal by Carr Consulting approaching senior deicision makes in 18 leading protection adviser firms, of which sixteen responded.
The survey also found that 19% of advisers thought between 81-100% of clients would consider using an added benefit that came with their policy should the need arise.
Three quarters of advisers thought that less than 60% or less of clients would consider using an added benefit that came with their policy.
Emma Thomson, life office relations director at LifeSearch, said of additional benefits at a roundtable held for the report's launch: "Not all advisers will mention it, if the client has bought into the recommendation without them having to explain something else.
"If you've already had a client on the ‘phone for half an hour, we all know it's not easy to sell protection, do you actually then want to talk about all the ancillary benefits on top, when the client's bought in?
"You don't want to over-egg the pudding sometimes, so you might not actually make them aware, so there needs to be something else."
She also pointed out problems with advisers keeping track of clients who may tell insurers of changes of address, whether they still hold a policy but then not pass on the information to advisers.
She said:"Insurers don't make it easy for those of us who do want to contact customers regularly in terms of actually giving us the data that's needed in order to make sure we're contacting people who're definitely still on risk.
"Whether the policy's changed or not, whether it's indexed, etc etc, we're just not getting that data."
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