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Comment of the week: Focus on claim potential

Peter is right in that IP is often better for many clients than CIC. As IP is more likely to pay out it should generally be the first option to be considered. Taking out both is of course the ideal but not everyone can afford it.

To answer a question above, there are specialist products currently available that can meet the needs of clients who are attracted by the CIC lump sum but who can’t afford to take out IP too. Ageas has Real Life Cover, and Zurich has a CI/IP hybrid plan. Both naturally have limitations, but for clients on a budget they do give a greater chance of claiming for sickess/disability than just taking out CIC.

Pru’s Serious Illness Cover is another alternative for those who can’t/won’t take out both; it’s not IP but it also gives clients a better chance of claiming than a standard CI plan.

Product development can help, but intermediaries can have a much greater impact on ensuring people are adequately protected by talking to clients about products they are most likely to claim on, not the ones that are most attractive or simple to sell.

Emma Prescott

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