Lucian Camp considers how to serve the mass market
I’m delighted to hear news from Mr Le Beau of an imminent initiative in offering Income Protection to lower-income families, and I hope it will be a great success. If it is, it will do something to improve one of the oddest and most unsatisfactory aspects of today’s financial services market: the fact that there are currently no clear and widely-accepted ideas about how the mass market can successfully be served. This is certainly true in individual protection. These days there’s fairly general agreement that face-to-face is too expensive, but remote execution-only doesn’t work (“Remember, life assurance is sold and…
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