Review: Protection


It’s worth rebroking your clients to modern plans by


Alan Lakey, director, CI Expert


vogue. Surely a plan with forty eight conditions is superior to its 1995-2003 equivalent? Te answer to the old versus


It seems that the mortgage


market is finally recovering. Tis, and the fact that the RDR has forced many advisers to eschew investment products, is directing advisers towards a greater focus on protection planning. Current plans can boast


double the numbers of con- ditions available 10 years ago and it might seem a simple matter of counting these con- ditions and pushing the ABI+ gambit which is currently in


Review: Expo Competition in the expo calendar is great by


Harpal Singh, managing director, Broker


Conveyancing .co.uk


If there was ever a sign of im- provement in the mortgage market then it is the fact that last year we had only one trade exhibition event to attend in London while over the course of the next three months there are two further additions to, what I will refer to as the ‘Expo’ calendar. Last year ev- eryone would have been clear what you meant when refer- ring to ‘Expo’ however with the launch of


the Financial


Services Expo this is no longer the case.


Traditionally of course,


Mortgage Business Expo has dominated the landscape. Te Credit Crunch and sub-


sequent recession put an end to most of the away days al- though the Manchester show was resurrected last year only to be cancelled again in 2013. 12 months ago you might


have been branded a lunatic if you expressed the idea that the industry could support more exhibitions of this kind however that’s exactly what we have. Te new FSE show will perhaps grip the interest most of many mainstream mort- gage advisers not just across the South East but the whole of the country. Given that it’s fronted by James Prosser, former show


16 MORTGAGE INTRODUCER SEPTEMBER 2013


director of MBE, we are per- haps right to expect big things from the two-day event which takes place in Old Billingsgate on the 1st and 2nd October. It has certainly captured the attention of the lender and wider mortgage community already – a charge oſten lev- elled at MBE in recent years was that it failed to bring the bigger intermediary lenders under one roof. Te exhibitor list available


online already shows a strong showing from some of the UK’s biggest and most influ- ential lenders. With the focus on the MMR


and with trade bodies such as AMI and IMLA both involved FSE also appears to have the focus right. While some may


think the MMR is purely a series of lender issues to be resolved, this is far from the case and it appears delegates are going to get a wealth of in- formation. Of course it helps that an ex-


perienced management team are launching the first show at a time when the marketplace is more positive. Having a Central London


location for the event also helps and I suspect advisers will be coming from all over the country to hear how lend- ers are planning to support their efforts. New launches clearly have


to prove themselves but I think FSE has all the ingredients to be a worthwhile and informa- tive addition to our market.


www.mortgageintroducer.com


new question may shock those advisers who are new to the industry or have previously been focusing on other areas. Subscribers to the CIExpert Knowledgebase are able to perform these comparisons and produce a detailed report to support their decisions. By way of example we can


compare two Legal & General plans for a male non-smoker age 45 with a £150,000 sum as- sured. Te 1999 plan has three advantages over the current version but in terms of value they outweigh the twenty two conditions where the current


plan has an advantage. Te rel- evant scores show that the dif- ference is more than marginal. However, not only can it


reduce the potential for com- plaints it can also be used as a re-broking tool. Advisers who have been writing CI busi- ness for many years can trwl through their files and use the tool to determine whether an older plan can advantageously be replaced. Te system pro- vides an in depth report which also serves as an audit trail to back up the selected route. Tis can work particularly


well for plans arranged be- tween 2005 and 2010 where, in general, are markedly in- ferior to today’s plans. Royal Liver apart no mainstream


insurer included treatment for carcinoma in situ of the breast until 2008 and the inclusion of cover for this much feared condition enables advisers to revisit their female clients and discuss the value of its inclu- sion. Users of the CIExpert sys-


tem are able to produce tailor- made assessments highlight- ing such differences. In short,


there is vast po-


tential to improve the cover of existing clients, subject to the usual caveats of cost and medical underwriting, but to do so efficiently and in a compliant manner the CIEx- pert knowledgebase is an es- sential component for serious protection advisers.


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