Ways to sell more insurance
I hear a lot about the underinsurance problem, but there is a heck of a lot of people – about a million of them in the workforce – that have no insurance cover whatsoever.
How are advisers and insurers trying to bridge the gap between an individual's previous experience of insurance and the things that "everyone knows"?
The gap between the view about all insurers, and those insurers that a person has experienced a claim from, is very large. The challenge is that most of the people we want to tempt into the market are in the former category – because they have never had cover.
Hard though it may be, for those that find an answer to the challenge there is a reasonably large prize because there are so many of them.
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