Welcome
When George Holloway, MP for Stroud and factory owner, invented income protection (IP) to support his staff back in the 1870s, little did he know that it would go on to become such an important piece of the protection puzzle. Or that his mutual society Holloway Friendly would grow to be the lively, colourful and innovative institution that it is today. But while there can be no doubting the greatness of George’s genesis all those years ago, few can argue that income protection is as synonymous as it should be today, and at a time when there is real need for it. As we will explore in this interactive eBook, your average coffee shop dweller or high street shopper probably does not have the foggiest clue about income protection – what it actually is, how much they could actually benefit from it and, most importantly, how little they are supported should the worst happen. Despite the public’s lack of financial resilience to income shocks, IP is still very much a financial product that is sold rather than bought. We will therefore hear from top advisers, product specialists, marketers and underwriters – as well as Holloway Friendly’s CEO Stuart Tragheim – to explore how we can get the most out of income protection as an industry, how far we can go in helping customers and, as a result, society as a whole.
Keeping life colourful
Adam Saville
Editor, COVER
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Contents
The state of play today
By George! It’s income protection
The history of Holloway Friendly
Innovating for the future
Access all areas
Some good advice
Holloway Friendly is the trading name of The Original Holloway Friendly Society Ltd. Holloway Friendly is registered and incorporated under the Friendly Societies Act 1992, registered No. 145F. Registered office: Holloway Friendly, Holloway House, 71 Eastgate Street, Gloucester, GL1 1PW. Authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority. FRN 109986.
Those who are so unwell that they are unable to work often believe that they would be granted a lengthy period of paid sick leave, however many people are not aware of how little they would be supported by their employers. A recent report from Drewberry revealed that one in five people received just one week or less paid sick leave; one in four said they would face financial ruin if unable to work for four weeks or more.
Sick pay, State Benefits and struggling to cope without income
In 2017, over 131 million days were lost to sickness in the UK, however around a quarter of British adults have no savings and, according to ONS, one in 10 typically spend over and above what they earn. Of course, the majority of people think it would never happen to them, but the statistics do not lie: without financial protection in place a large proportion of the UK population would not be able to cope without their income.
A sick joke
• Nearly one in four people said they would have to use credit cards if they did not have any income for six months, while the majority of self-employed people receive no sick pay and only 9% said they had income protection. • Meanwhile, around 15% of over-55s said they had been unable to work for over six months at some point in their lives. • Around five million self-employed people in the UK – if they cannot work, there is no financial support. • Employers do not have any obligation to pay sick pay and each sick pay scheme is different.
In the past, people in society have looked to the welfare state for support in the event of financial crisis, however in recent years the State Benefits system in the UK has changed drastically. The state benefits system in the UK is hugely complex. It involves a long application process and there is no guarantee that individuals will qualify for benefits. Even if they do, it is hard to imagine that many people would be able to survive on the support on State Benefits. (There are various benefit calculators available at Gov.uk, and the ABI have recently launched their version called “Percy.”)
A right state
There is no longer any free benefit. It has been replaced with SMI, a loan which is added to the mortgage debt. To qualify, the applicant needs to be receiving one of a number of other benefits. There is also a 39 week waiting period before first SMI payment is made. Interest is charged on SMI. The loan is limited to £200,000 (but could be limited to £100,000) and is assessed using a rate of interest of 2.61% (if the mortgage interest rate is higher then the loan will be insufficient to support the payment of mortgage interest). Interest is charged on the loan at 1.5%.
Let’s have a look at the various benefits that might be available.
Statutory Sick Pay (SSP)
SSP is paid by employer once the employee has been off work for four days - it is £94.25 per week, paid for up to 28 weeks Not available to self-employed Tax and National Insurance deducted
Support for Mortgage Interest (SMI)
ESA is available to both self-employed and employed (after SSP ceases) (note it is being replaced by Universal Credit).
Employment and Support Allowance (ESA)
• To qualify each applicant must undertake a work capability assessment which will place people into a work-related group or a support group • During the assessment period an assessment rate is paid for 13 weeks The benefit rate is up to £57.90 if the applicant is aged under 25 The rate is £73.10 per week if the applicant is aged over 25 • Once the assessment is complete the ESA rate paid is Up to £73.10 per week for individuals in the Work Related Activity Group Up to £111.65 per week for individuals in the Support Group
Most people will have heard of Universal Credit, introduced by the government to replace 6 other benefits - income support, income-based Jobseeker’s Allowance, income-related ESA, Working Tax Credit, Child Tax Credit and Housing Benefit.
A universal problem
In Universal Credit areas, benefits are assessed against the household rather than the individual. So if the applicant is married or living with someone, the 2nd person will also be involved in the assessment which considered the “household” wealth – depending on the wealth level, the benefit paid could be reduced. The reduction factor could be:-
Universal credit
• Household wealth under £6,000 = full benefit paid • Household wealth between £6,000 - £16,000 = for each £250 of savings over £6,000, payment is reduced by £4.35 • Household wealth in excess of £16,000 = no Universal Credit payment will be made
Care – in addition to these reduction factors, payments from Income Protection plans are viewed as “unearned income” - this means that every £1 of IP benefit will result in a £1 reduction in UC. In November last year, The Department for Work and Pensions (DWP) issued a clarification that pay-outs from insurance policies will receive a “disregard” with no reduction in Universal Credit if the IP benefit is used to pay mortgage interest. The standard UC benefit levels are as follows, but these could be reduced based on circumstances.
• Single person under 25 = £251.77 per month • Single person 25 and over = £317.82 per month • A couple both under 25 = £395.20 per month (per couple) • A couple with either aged over 25 = £498.89 per month (per couple)
Additional amounts may be paid for up to 2 children
• For 1st child = £277.08 per month if child born before 6th April 2017; £231.67 per month if child born on or after 6th April 2017 • For 2nd child = £231.67 per month.
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1: ONS, 2017. 2: ONS, 2017. 3: https://www.independent.co.uk/news/uk/home-news/british-adults-savings-none-quarter-debt-cost-living-emergencies-survey-results-a8265111.html
*ESA is means tested and individuals are not guaranteed to qualify for the benefit.
Back in the 1870s, George Holloway, an MP for Stroud and factory owner, created the UK’s first ever income protection insurance. He wanted to look after his employees. So he came up with a type of insurance that paid out money during sickness, disability or if they died. But it also provided an annual payment after people retired. To give a sense of how long ago this was, we know that back then George’s clothing factory was pioneering the use of steam powered sewing machines. So it’s fair to say the insurance was pretty innovative for its time (and would be even now). Had Cover magazine been around in 1875 we think George would have featured. And part of George’s legacy, we think, is the established income protection industry we have now.
Martin Sincup
Had George had Facebook in 1875 (on a steam powered device, naturally) his timeline might have had an entry saying ‘Invented income protection today’. His friends would probably have responded with some polite ‘likes’ and a ‘confused face’ emoji or two, wondering what George was talking about. Fast forward, and not a lot has changed today. Pop into your average Costa Coffee and try asking the caffeine fuelled public sat inside ‘What’s income protection?’. The chances are they won’t be able to tell you, and won’t have bought any themselves. People don’t usually know about it. You can’t buy what you don’t know about. So the reality is that nobody jumps out of bed in the morning wanting to buy income protection. It’s therefore generally sold, not bought. And whilst the industry is expecting a small uptick in sales this year, annual IP sales have teetered around the 100,000 to 130,000 mark for at least a decade. It’s pretty static.
Sold not bought
If George was here, and asked the industry why this is, we’d maybe wheel out a number of our familiar excuses as to why sales aren’t going up.
So what’s going on?
‘People think we don’t pay out’ ‘People think the state will provide’ ‘People think it won’t happen to them’.
And as an industry we’ve spent years trying to deal with these objections. In fact we’ve made an industry of it. How much time have we spent creating stats based sales aids, tools, calculators and more? Most of us have been there and done that, for what on the face of it seems to have had little material impact on sales. Perhaps the reason our efforts make relatively little difference is that we’ve focused on sales objections that come from the tiny number of customers who have actually come across someone trying to advise them on IP. As a percentage of the general population, these people are almost unicorn-like in their rarity. So therefore the impact has been small.
‘OK’, George would probably say, were he here. ‘What can we do to help more people get income protection?’ After all, in his day, within 3 years George had signed up 10% of the population of Stroud to his insurance. We’d tell George there probably isn’t a silver bullet, but here are four ways we could start thinking differently:
How can we grow income protection sales?
1. Make it easy for intermediaries In the short to medium term, intermediaries remain the most realistic way of getting IP in front of more customers. Data suggests the majority sell no income protection at all, but will sell other types of protection in volume – and the reality is that it’s probably just that it’s a whole lot easier to sell. We can learn from protection products that are easy to sell, and carry those lessons over to IP. We have some ideas … watch this space. 2. New ways to reach customers and insurtech To make IP more of a mainstream product, we need to find other people who are talking to customers at a time when IP is relevant. Who can we work with beyond our current distribution, and how can we create products that are fit for those channels? Insurtech will emerge over the next few years, using technology and data to target specific groups with specific needs. It should be a great opportunity to innovate and reach new customers with relevant products at a relevant time. How can we flex our product so it can work online, or in a short phone call, or with limited data, or without advice? These challenges await. 3. Make the language relevant and accessible Ironically George would probably feel quite at home with many of the policy terms and conditions that are around today, with jargon that wouldn’t be out of place in the 19th century. Unfortunately that’s not so good for today’s Netflix generation who find the terminology and tone a bit strange and alienating. Let’s bring our language up to date and be straight talking, ready for a world and generations who will increasingly want to read, buy and make decisions themselves. Or how about we give them the information a different way altogether? 4. Bring the product up to date 2019 is very different to 1875. In fact 2019 is already very different to 2000. But income protection hasn’t kept up. The product as we know it was mainly created before the growth of the gig economy and the more fluid earn as you work culture. We need to spend a bit more time thinking about the future, what customers want and need, and start from a blank sheet of paper.
At Holloway you can probably tell we’re a bit proud of George and what he achieved. We think that if he was around today he’d see opportunity and hope that as an industry we can do more, for more people. Whatever your view on the future of income protection, there are enough people in this industry with a little bit of George about them that we believe we can rise to the challenge together.
A bit of George in whatever we do
Head of Propositions, Holloway Friendly
George Holloway was a justice of the peace, politician and retailer. As a clothing manufacturer he raised the profile of sewing machines and ready-to-wear clothing in England and by the 1890s his company employed 1,500 people and had factories in Stroud. But he is best known today for his contribution to income protection insurance. In his book Civilisation, Taxation and Representation Or Man's Social Position, Fiscal Responsibility, and Political Rights, Defined in Accordance with Nature (1867) he states: "It is one of the fixed laws of nature that the civilisation resulting from accumulating wealth is an inheritance common to all: everyone shares it!" In an effort to put his theory into practice especially for the good of the working man, he established the Stroud Working Men’s Conservative Association Benefit Society in 1875.
Holloway’s original idea was not only to replace lost earnings arising from illness or injury but also to help members build up a cash sum at the chosen retirement age. The benefit society became so popular that the Holloway name became attached to any income protection plan that also included an investment element. Over the next 100 years the business continued as a mutual society. Fast forward to 2019 and the company is still owned by its members, with profits either distributed to members or invested back into the society to provide better value and service. While there are now a variety of products to save and invest money for our retirement, “Holloway contracts” are still sold by many insurers alongside protection-only plans.
Holloway’s handwritten letter to WJ Smith suggesting that branches of the benefit society should be opened at Wotton 1886
First balance sheet of the Stroud Holloway Society in 1875 which lists 120 members
Celebrating the Original Holloway Society centenary. Stroud News and Journal, 29 May 1975.
It’s over 140 years since George Holloway invented income protection to support Members through sickness and injury.
1875
1886
Helping workers and their families since 1875
Our supportive, well designed plans and prudent management have established a strong financial base for the future. We’ve been here for our Members for over 140 years.
Our expert Underwriters understand we’re all unique. They go out of their way to offer cover for as many people as possible – whether they enjoy risky hobbies, have type 2 diabetes or have a higher BMI.
Caring experts
Stable and secure
Photography has been provided courtesy of the Gloucestershire archives
Holloway Friendly wants to make income protection as accessible and available to all. People insure their phones, pets, houses and cars yet they don’t insure the one thing that actually lets them have all of these things. We want future members to understand the need for income protection and why it’s so important to protect their incomes so their lives can be as fulfilling as possible, that’s where the strapline ‘Keeping life colourful’ came from. We want our members to be able to rely on us at the time when they need us the most, we want to change the perception that insurance companies don’t pay claims and also be transparent when we don’t pay claims and the reason why. We are about the personal touch, whether that’s from a sales, underwriting or claims perspective and we want to build and sustain a mutual which helps educate others about income protection whilst helping to grow the market as a whole. We want to bring sincerity, transparency and flexibility and help future members keep their lives colourful and protect the fabric of society as a whole.
Adam Saville meets Holloway Friendly’s CEO Stuart Tragheim and Head of Marketing Georgia d’Esterre to discuss the company’s rebrand, point of difference in the market and why it’s important to create a tailored approach to income protection
What are you trying to bring to the income protection market that you felt was lacking?
We need to create income protection propositions which identify and fulfil real member needs. These need to be created to suit the modern society and the many types of people, occupations, lifestyles and distinct characteristics which makes us all individuals. We need to have a more tailored, bespoke approach which is flexible, agile and most importantly benefits the member, whether that be through support services, rehabilitation, training and an empathetic approach when they claim.
How can you help make income protection more appealing and accessible to customers (especially those in the past who may have overlooked it)?
There are many factors which sets us apart. Our heritage, personal touch, our friendly status and more importantly, the colleagues who work at Holloway Friendly. Having a member centric culture allows us to focus on the people who matter the most, our members. All of our colleagues put our members first and our mission, vision and values are an important part of what we do and how we do it. Our number one value is that we never knowingly let a colleague or a member down. We’re small so we can be agile and dare to look at things differently, we are 2 years in to a large scale transformation programme and when we’ve finished we will really be in a position to challenge, disrupt and change the income protection market.
What do you think makes Holloway Friendly stand out from other income protection providers?
We wanted to have a brand which represented our new strategic direction and culture. We wanted a brand purpose and identity that is engaging, friendly and not afraid to be different- we didn’t want to look like a typical financial services company and we wanted an identity which makes people smile. Our brand pillars spell SUPER and represent the most important areas of our business which are service, underwriting, proposition, experience and relationships. Our commitment to these pillars shows through our messaging to Advisers and Members.
How would you describe Holloway Friendly in three words?
Passionate, professional and member-centric
Stuart Tragheim
CEO, Holloway Friendly
Georgia d’Esterre
Head of Marketing, Holloway Friendly
The rebrand has been an overwhelming success. We received great coverage of the rebrand and are still receiving compliments about how vibrant and engaging it is. We have doubled our unprompted brand awareness in less than 6 months and adviser consideration increased by 7% in the same time frame. Our digital footprint has grown considerably and we have had thousands of new users visit our website.
Q&A with Head of Marketing, Georgia d’Esterre
What was the overall vision of the rebrand?
How has the rebrand been received? What feedback are you getting from advisers and has it generated more customer interest?
No longer is ‘access to insurance’ just a buzz term for the protection industry. It is steadily becoming a reality. With a DWP-led working group dedicated to the issue and charity-supported industry campaigns aimed at breaking down underwriting barriers, cover is being made available to more people than ever before, including those with a complex medical history. Back in the ‘80s and ‘90s, for example, due to the potential risk associated with HIV, customers applying for life insurance were asked not only about sexuality but even occupations or lifestyle suggestive of sexuality. Fortunately today the picture is much more favourable, with insurers making incremental changes to underwriting philosophies to more truly reflect the face of society today. There is, however, still plenty of work to be done. According to Holloway Friendly’s Head of Operations, Suzy Esson, industry improvements have been “gradual” and that the move towards more all-encompassing philosophies has been “slow”. Holloway’s approach to underwriting is “fair and inclusive,” she says. “We are constantly improving our underwriting so that we can help more people to get the income protection cover that they might not get elsewhere.”
Underwriting practices are evolving however there is still work to be done. By improving question wording, treating customers compassionately and adding value to policyholders to keep them happy and healthy, Holloway Friendly’s aim is to increase insurance inclusivity, writes COVER’s Adam Saville
While there are many examples of fully underwritten protection policies, supported by well-researched decisions, Wibberley believes that underwriting practices can vary between insurers, products and channels. “Some approaches with short applications may not offer cover to someone who has a minor but recent visit to a consultant to check out a benign mole, or who had an episode of depression but has recovered well because they do not,” he says. “Increasingly these offerings are correlated with those who are spending on Facebook ads and more direct-to-consumer (D2C) advertising – sometimes the people who are doing the best job in reaching out to new customers are then turning them away if they don’t fit a very simple process.” Customers declined online, left thinking they are uninsurable, are unlikely to reapply and this has a detrimental impact on industry trust. “For these people clear and effective signposting will be critical if we are to get them the cover they were interested in before a short process turned them away,” adds Wibberley. According to Suzy Esson, the Holloway approach is to “use a balance of automated decisions via our underwriting rules engine and case referrals to an underwriter”. “This gives us the ability to ensure real people assess real lives,” she says. “This allows us to gain a deeper understanding of the reality of disclosures based on actual life events and offer the most favourable terms. Talking to intermediaries, gaining insight into their challenges throughout the application process is also vital and enhances the quality of the disclosures.” Accurate answers to the right number of questions, worded correctly and supported by appropriate medical evidence help ensure customers are underwritten properly. Rated decisions indicate a genuine need for cover, so advisers have a “moral” duty to do their best to explain its true value, argues Wibberley. “If this is done then you are likely to see good retention from an aware customer,” he says. “Where terms are not offered I strongly believe that the duty of care remains high to do the right thing by the person who wanted to get cover from you. Clear and simple signposting becomes key at this point.” Suzy Esson believes that insurers have an obligation to offer clear explanations when an underwriting decision results in a decline or a rating. “Considering the impact that message has on the applicant is also important and the language we use in our communications should be more considered,” she says. “Supporting advisers in understanding the information that is needed in more complex disclosures really helps place the business appropriately.”
Challenges
By working on initiatives and enhancing support to advisers, Holloway Friendly aims to push accessibility to protection forward. According to Suzy Esson, this starts with underwriting questions: their wording and how they are framed for customers. “We understand the importance of working with specialists who truly understand conditions and can help us ask questions appropriately, with this in mind,” she says. For Alea Risk’s Andrew Wibberley, who has worked with Holloway to develop its underwriting strategy in relation to inclusivity, “a thorough, honest approach to customer disclosure is good for everybody.” It is important underwriting questions get all the information that is needed for an insurer to assess the risk to keep prices reasonable for all, ensure that medical evidence is only sought where it is really required, and, last but not least, to sensitively deal with the history that an applicant has,” he says. “In the past advisers may have interpreted questions and softened them - whether or not insurers wanted them to do so. Nowadays more thought goes into the exact wording of questions, and they are more frequently read as they were written to ensure full compliance by the distributor.”
Questions
An area that really needs improvement is underwriting in relation to a history of poor mental health. In the past, answering ‘yes’ to past episodes of stress or anxiety would typically lead to rates or even in some cases declines. “We are working closely with specialists to break the mould on how these conditions has been treated when underwriting income protection,” says Suzy Esson. “Our desire to offer income protection cover to as many people as possible means that this is just one initiative in a very long list!” According to Wibberley, there lies opportunity within creating links between underwriting and the value-added services available to policyholders through providers. “Blending these two areas of what are both really risk management together could allow a much more adventurous approach to be taken,” he says. “Someone with a history of chronic but well controlled anxiety may well benefit significantly from some of the Citizens Advice style services offered by many, as well as occasional phone counselling.” This could reduce the underwriting decision from an exclusion to a rating or even standard rates, Wibberley believes. “Likewise someone with a history of occasional back pain would doubtless benefit from access to physio or chiropractor services if these can be offered more promptly than under the NHS.” Going forward, Holloway has “aggressive” plans to enhance its underwriting approach in a number of areas. “Gaining valuable insight to support changes and become thought-leaders in areas, supports our plans,” says Suzy Esson. “We think differently, and are willing to differentiate where it adds real value. We are working on some exciting initiatives, which will support the access to insurance, so watch this space…”
Mental health
“Where in the past some of the key differences between insurers may have been whether they offer an ‘own occupation’ incapacity definition, or have onerous policy exclusions, with significant improvements and market homogenisation around core Income Protection contracts we look more to these additional benefits as a product distinguisher and a means of extracting more value from the policy for our clients.” “For the great majority of our clients they’re not simply looking for the cheapest cover, but instead want the peace of mind that should the worst happen they’ll be taken care of. The core benefit of course provides them with a financial safety net, but value-added services such as physiotherapy or counselling can increasingly play a preventative role that our clients really value. This also means the insurer is offering a much more holistic approach to the individual’s health and wellbeing.” “In many cases we place the additional benefits at the front and centre of our advice and in some instances see them as being of equal value to core protection benefit. We’ve found this particularly true of private GP services and second medical opinions, which if accessed privately could cost the user as much as an insurance premium. Other benefits actually provide extra financial support that may not otherwise be available; on longer defer period policies a broken bone is unlikely to give rise to a full claim, so fracture cover may be invaluable for a short period taken off work, especially the true of the self-employed.” “I think it is important for insurers and distributers to signpost these benefits and services at every opportunity. To this end it is a good idea to encourage clients to download any apps or set up logins for insurers benefit portals as soon as the cover has commenced. If clients are engaging with these services early on they can be a great way to retain long-term business and give clients access to some genuinely helpful benefits.” “In the long-run I’d love to see protection insurance evolving into much more of a wellness proposition, with the value-added benefits providing both preventative support and assistance for the more common but less impactful life events, with the core cover taking care of the low frequency but life-changing major events. In this respect clients can utilise their cover throughout their lives and ultimately find genuine long-term value in a protection policy.”
Communicating value, asking the right questions and knowing the products. Four top advice specialists tell us how they sell income protection
“First of all thoroughly understand that client’s situation and needs, without it you’ll struggle to highlight the importance of the plan, and how it can help protect. “Be effective with your questioning to get under the skin of what’s happening and what the risks are to each family you speak to – what sick pay benefits do they have, how long could they last should their salary stop? What plans do they have in place? Once you understand that, you’ll be able to really bring to life the merits of the plan, making it relevant to that individual and their circumstances. A lot of advisers fall into the trap of giving the maximum benefit available, don’t do this. You’ve taken the time to get details of their outgoings, mortgage or rent payments use it – don’t look like you’ve not understood their lives, and just making a sale. “When it comes to making your recommendation, make sure you refer to all the information you’ve taken to come up with this solution – show that client that you’ve listened to their story and want to keep it protected.”
“The main advice is simple and revolves around the propensity for illness to occur. Statistically people are far more likely to have long-term illness than critical illness or death before they retire so income protection (IP) needs to sit at the head of the protection table. Priority number one is to establish how, if at all, they are covered by their workplace and to verify that info. Far too many people think they are covered by sick pay that are not! “Obviously if they are self-employed or working for a small limited company they definitely will not have cover. Once it is pointed out they may not have this cover, advisers will find potential customers much happier to engage. It is also worth pointing out the situation regarding state benefits although usually you will sense an opinion here as soon as the subject arises! “Then clearly the adviser needs to be familiar with the product and if you are not please obtain some relevant training straight as soon as possible. Experienced sellers of IP will testify that actually once you know the subject, it’s an incredibly logical and straightforward piece of advice. The two biggest causes of absenteeism in the UK are mental health and back issues. Neither are covered by CIC or death. So advisers must ask themselves why they are not considering IP and then make it integral to all advice!”
“Income protection is pretty much essential for anyone that has an income. Most of us have a standard of living that fits our income and if we were to fall ill, become unable to work, and rely on state benefits, we would have to adapt to a much lower income. “Income protection has generally been seen as an insurance for healthy people, but this is changing. Insurers are moving with the times, the fact that people with pre-existing medical conditions are now able to continue working, with employers being more supportive now. If someone has had cancer and has recovered and returned to work, how are their income protection needs any less than someone with a clean bill of health? “Compared to critical illness cover, income protection is much more flexible, you can build it to suit your client. There is of course a place for both policy types. Advisers can support clients by developing their understanding of which income protection options suit different medical conditions. This will allow advisers to manage client expectations in regards to potential premium increases, exclusions or limitations to claim periods. “Income protection often comes with value added benefits too that can help someone to cope with changes to their health and reintegrate into work at a time that suits them. Mental health support can be accessed to identify any issues before they become significant issues and rehabilitation services can get you back to work quicker rather than waiting on the NHS. There are options for phased return to work, where a claimant can try working again on reduced hours, to make sure that they are ready, whilst still receiving financial support from the insurer.”
Emma Walker
Chief Marketing Officer, LifeSearch
Roy McLoughlin
Associate Director, Cavendish Ware
Kathryn Knowles
Managing Director, Cura Financial Services
Rob Harvey
Head of Protection Advice, Drewberry
What is the key to communicating the value of income protection to customers?
What advice would you give to advisers selling income protection?
Why is income protection such an important financial product?
How important are value-added reward benefits when discussing income protection with customers?
For more information about Holloway Friendly visit www.holloway.co.uk Adviser Support call 0800 716 654 or email advisers@holloway.co.uk Marketing queries please email Georgia.d'Esterre@holloway.co.uk