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The Financial Conduct Authority (FCA) has recently published an update on the progress of its detailed study into the general insurance add-on market.
As part of their announcement, the FCA reiterated its intention to ban opt-out selling. It stated that the sales method could result in customers buying an insurance policy without being fully aware of its value, and in some cases, not being aware they had purchased the product at all.
The FCA also stated that firms should provide more ‘appropriate and timely information’ to customers, allowing them to make a better informed choice on the products they purchase. The FCA has suggested that they will introduce guidance on the placement of add-on information in the sales process to help firms adapt to the changes.
While we do not yet know exactly what the customer information requirements will be, we have already been working with our partners to ensure their sales processes will meet what we anticipate the Regulator will require going forward. We have developed tailored workshops for our partners, focusing on the features of Legal Expenses Insurance (LEI) products, to ensure their sales teams can provide customers with suitable information to make an informed purchasing decision. We also provide supporting marketing literature, such as sales scripts, to promote a more customer-focused sales process.
We will continue to work with our corporate partners throughout 2015 to help develop their sales processes and strategies for add-on LEI products. For further information about sales support programmes, please contact your Account Manager, or alternatively email [email protected].