In the UK we are heavily underinsured. We're constantly reminded of the £2.4 trillion protection gap - the difference between the amount of cover already in force and the protection needs that have not yet been addressed. The opportunities in the protection market are huge, and it's important your clients understand the risks they may face and ensure they have the correct cover in place.

When tackling the protection gap, cost is often a key issue. Your clients may have an issue with affordability so it's worth getting them to think about possible eventualities and the risks they may face. Using real facts and figures about the 'gap' in the protection market should be more convincing than scare tactics when explaining to your clients the consequences on their lifestyles should the worst happen.

Remember to reassure your clients that they have made the right decision and resolve any issues they may have.

To help prevent cancellations and commission clawback simply double check submission details.
The top 3 reasons for policy amendments are:

1. Name spelt incorrectly
2. Incorrect date of birth
3. Incorrect smoker status

Let us provide you with bespoke recommendations tailored to your needs – please get in touch with your usual Legal & General contact or alternatively email us.

After the acceptance terms have been issued, make sure that the client understands the detail of the Acceptance Letter. If the applicants have been given an exclusion, rating or anything that is different to that of the original quotation, explain why and make certain that the client is comfortable with this and happy to proceed.

It is part of your TCF obligation to your client that you do everything in your power to ensure your client understands their need for protection and the protection products they are being sold.

Let us provide you with bespoke recommendations tailored to your needs – please get in touch with your usual Legal & General contact or alternatively email us.

Contacting and managing the client journey is key to increasing retention rates:

• When the policy is about to go on risk phone your client to discuss what will happen over the next 4 weeks.
• Following up from the phone call, a letter highlighting the key points will give the client a second chance to understand what was discussed.
• Follow up after 3 months to ensure your customer is happy with the products and comfortable with the providers service.

We have sample letters that you can use as guides:

• Immediate contact letter
• 3 month contact review
• Financial review