Bright Grey launches campaign to improve IFA protection sales
Wed, 17 Sep 2008
As a result of the current mortgage drought, Bright Grey has launched a campaign which is designed to help advisers maximise their sales.

The protection arm of Royal London says the campaign will help advisers in identifying the protection needs of clients, which fall into four categories: single, couple, family and divorced . The adviser guide will be available both online and in print and will show a series of scenarios for each life stage to assist advisers in recommending the right product for each client.

Roger Edwards, proposition director at Bright Grey said: "By thinking about customers in different life stages advisers can get a clearer understanding of the protection needs of their clients. Differentiating between life stages helps advisers gain a better understanding of their customers' values and lifestyles and what drives their behaviour . This in turn makes them more attuned to their clients' protection needs."

He added that the credit crunch has brought personal budgets to the forefront as disposable income is being "tested to the hilt".
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