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The origins of trail commission confusion

Online comment related to article: Nic Cicutti: Godfather insights on historic trail

An interesting tale to tell on this – In the mid-1990s the IFA Association, fed up with the attitude of the ABI, set up a group of providers we called the “Danesfield Group” to discuss industry issues. 

One was critical-illness definitions which we went on to improve but another subject was renewal commission. In room of 20 provider reps we asked was it a servicing fee? or was it delayed initial commission?

We got both views some very firmly given. But two started a real heated argument which went back and forth. It was only after 10 minutes banter that I realised they worked for the same company.

Garry Heath 

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