Russell Hutchinson looks at the question whether to take New to Business Cover as an alternative to Business Overheads cover.

The biggest category of complaints in the claims area relates to non-disclosure.

During a road-show last year I had several advisers report to me claims they had discovered through their work with a client. If you are a struggling new adviser, hungry for a sale, a discovered claim can be a bittersweet moment. But the experience has real value and keeps on paying dividends.

Russell Hutchinson sings the praises of advisers, and also warns to be wary when insurers don't disclose their documents.

Russell Hutchinson looks at the times when an insurance adviser could consider charging clients fees rather taking commission.

I was astonished to hear from a supermarket purchasing guru I know that often supermarkets sell well-known brands at a loss, for a period, for a special offer, or with a coupon, or just so they can put it on a billboard for a month.

It’s always been fashionable to knock insurance, to say it’s too complicated, too hard to get, and too hard to understand. It also seems to have become cool to talk about getting rid of your insurance – as much a mark of financial success as getting rid of your home loan.

Commission paid for policies sold is the dominant remuneration paradigm for the industry at present. It will probably continue to be so for some time to come.

Special events increase in cover options are an underused tool – virtually every life company offers them, and yet there simply isn’t enough use being made of them.

Russell Hutchinson wonders what the ideal medical insurance product would look like, and whether we are close to having it.

Advisers selling life insurance aren't just sales people, they also have a job translating the policy documents into language clients can understand.

At the recent IFA conference I ran a workshop on the future of life risk business and one area of feedback was around client’s health.

Russell Hutchinson reckons it's a good idea for risk advisers to know some the health stats off-by-heart and use them when talking to clients. Here he offers some numbers to start with.

Russell Hutchison reckons there is a problem matching up the written advice advisers give clients and the policy documents issued by life companies.

Russell Hutchinson ponders who is a broker under the new adviser rules and what it means to be a broker rather than an adviser.