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Tenet says business should be booming

Advisers should not have any problems selling protection products because Google is getting more than 660,000 related enquiries a month, says Tenet.

The distribution group recently looked at the number of search enquiries Google UK received a month on life insurance. The terms “insurance life” brought up 450,508 search requests a month, which chief executive Simon Hudson says shows the huge demand for protection products.

Tenet searched on different word combinations and found, of the 100 search terms it investigated, 666,581 monthly requests were entered on all life insurance-related word combinations.

Hudson says: “I do not know what the barriers are but I have seen evidence that many mortgage advisers only sell protection products on a minority of their mortgage products, despite the high commission and easy sell. I am not sure if it is lack of training or a certain snobbery that prevails. Life insurance should be the first thing advisers look at.”

Innes Reid Investments managing director Mark Reidford says: “Perhaps the more glamourous side of the industry – pensions and investments – is keeping everyone busy.”

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