Research undertaken by PMS Mortgage Club has found support amongst advisers for protection to be part of their conversations with customers.
In a poll of 258 advisers conducted at a series of events across the UK for directly authorised firms, over nine out of ten respondents (94%) answered ‘yes’ to the question, ‘do you think having a protection conversation with your customers is a moral obligation’, compared to only 6% who answered ‘No’.
Mark Graves (pictured), managing director at PMS, said: “It remains to be seen whether advisers will ultimately be compelled to have protection conversations with all of their customers. What we do know is that the desire to have this conversation is already there, so our collective challenge is help advisers turn this feeling of responsibility into action within day-to-day business activity.
“The reality is that our industry needs to do more to help advisers put protection at the heart of the advice process because experience tells us that the earlier the ‘what happens if?’ conversation takes place in the advice process the better.
“PMS has an important role to play in this and we are on a mission to evolve member services and support to help ensure customers are well informed in this area.”