Bright Grey advises IFAs to keep up lean times behaviour
Thu, 07 Jan 2010
Even if mortgage sales were to return to pre-crisis levels, IFAs should endeavour to put as much effort into non-mortgage related protection sales as they did during lean times, according to Roger Edwards, proposition director of Bright Grey .

Mr Edwards said during the recession, those providers and advisers that continued to build up their protection sales have done so by moving their attention away from mortgage-related sales and developing personal and family protection and business protection sales.

He also commented that as the economy starts to recover, there will be an increase in demand for mortgages and banks will be more willing to lend, so it would be tempting to return to the old days of the easy mortgage related protection sale. Mr Edwards added that he and other insurers hoped non-mortgage related protection sales would not slip and told advisers to expect more marketing campaigns encouraging them to maintain their lean times behaviour.
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