Protection Insight Issue 4

ISSUE 4

INSIDE THIS ISSUE: THE EXETER Expert tips to help your clients stay healthy LV= New, more inclusive LV= Life and Critical Illness cover for modern families L&G the digital answer to simpler and quicker home insurance ZURICH Planting trees to tackle climate change SmartQuote for intermediaries:

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PROTECTION INSIGHT Welcome to issue 4 of Protection Insight, our dedicated supplement showcasing the latest developments and products in the protection market from key providers. Did you know only 10% of mortgages sold within the Tenet network are taken out with a protection product? A key aim going forwards is to raise the profile of protection at Tenet and how it can benefit you, your business and your customers. Therefore, over the coming months, we’ll be developing our protection offering to make it simpler and easier for you to write protection business, by giving you all the support that you need. This includes a brand new protection training programme, providers sharing their protection tools and expertise; a lead referral pilot for firms who don’t have the capacity or expertise to manage their leads; case studies and increased support on the extranet. In the meantime, please use our marketing toolkit service and our helpdesk for any protection based support for your business at protection@tenetgroup.co.uk. IN THIS ISSUE The Exeter opens up this issue with expert tips to help your clients stay healthy with the help of a lifestyle coach. A HealthWise lifestyle coach can help your clients with all sorts of changes including losing weight or improving eating habits, taking a more active approach to exercise, stress management, giving up smoking, improving sleep or helping create positive habits. HealthWise lifestyle coaching is available to The Exeter’s life cover members and their immediate families. For more information read their article on page 4. On page 5 LV= highlight that modern families of today and tomorrow are dramatically different to days gone by. The nuclear family is no longer the norm. If you’re offering quality protection advice to your client and their family to safeguard them against the effects of life-changing moments, you’ll need a more inclusive contemporary protection solution. They’ve taken a long hard look at their own Critical Illness offering, and worked to re-build their proposition to be more inclusive for the modern day family. L&G’s SmartQuote for intermediaries is redefining the rules of how advisers and their customers get a home insurance quote. Arranging cover has to be made easier. With SmartQuote, they’re not only aiming to do this, but are challenging any lingering misconceptions about the application process. By using big data and innovative technology, SmartQuote enables advisers to get a quote for their clients’ buildings and contents insurance in as little as one question. Read more on page 6. Zurich’s article ‘Planting trees to tackle climate change’ highlights the importance of reforestation and explains, how through a series of schemes offered through Direct Life, Travel, Income Protection and Zurich Corporate Risk Products, they gave customers the chance to plant a tree, which has now housed just under 45,000 additional trees working to support the planet. Read more about Zurich’s scheme on page 7.

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EXPERT TIPS TO HELP YOUR CLIENTS STAY HEALTHY

With one in five of us making New Year’s resolutions, the chances are that some of your clients have made a resolution for 2020 and already started to make a positive lifestyle change. 1 But with over 80% of resolutions broken by the second week of February, what are the best ways to make positive lifestyle changes and how can your clients make their good intentions last? 2 1 Set your goal and break it down Write down your goal. This can help to clarify what you want to achieve and can act as a constant reminder to take action. If your goal is a big one, break it down into smaller goals to help you track your progress and stay focused. 3 Celebrate your success Notice and celebrate your achievements no matter how small. This will help make your change more enjoyable and help keep you motivated. It’s important to enjoy the process of making a change and see each step as a positive rather than just focusing on the end goal. For example, if you’re looking to lose weight but the results are not obvious straight away, take time to notice how your energy levels are now that you are eating healthier. Are you feeling healthier? Is your skin looking better?

Change can be hard Samantha Beckinsale, an expert lifestyle coach from HealthWise says “It’s important to be resilient when making a change in your lifestyle. There will be days when things don’t go to plan but how quickly you draw a line in the sand and get back on track is vital for success.” “Making your goal too big and unrealistic can make it hard to stay committed, it’s important that any change is sustainable in the long-term.” What’s the best route to success? So, how can your clients give themselves the best possible chance of success when making a change? With masses of experience in coaching people to make positive life changes, Samantha shares her tips: 2 Small habits lead to big changes Start with a change that is achievable and then build on it. For example, if your goal is to start going to the gym for an hour a day, five times a week but currently you don’t go five times a month then you could be setting yourself up to fail before you’ve even started! Any changes you make need to be sustainable for the long term. 4 Ask for help and support Share your goals and journey with family and friends. Join an exercise class or create a support group with co-workers to quit smoking or lose weight. Sharing both your successes and struggles can help to motivate and encourage you. Ask an expert such as a lifestyle coach. They can help you work out how you can make a change and take the actions required to achieve your goal.

How can a HealthWise lifestyle coach help your clients?

Samantha Beckinsale Lifestyle coach from HealthWise

HealthWise lifestyle coaching is available to our life cover members and their immediate families. For more information on the different services available go to https://www.the- exeter.com/adviser/member-benefits/ HealthWise services are provided by Square Health. Sources 1. https://yougov.co.uk/topics/lifestyle/articles- reports/2018/12/31/only-one-five-intend-make-new-years- resolutions-20 2. https://www.dailymail.co.uk/health/article-6573789/More-80- fail-New-Years-resolutions-Valentines-Day.html

HealthWise lifestyle coaches can help your clients with all sorts of changes including losing weight or improving eating habits, taking a more active approach to exercise, stress management, giving up smoking, improving sleep or helping create positive habits. Samantha explains “We can help your client set a goal and ensure they have a realistic action plan in place, we can help them take accountability of keeping to their plan or help with obstacles that come up as they move ahead.”

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Graham Taylor LV= National Account Manager

New, more inclusive LV= Life and Critical Illness Cover for modern families

Modern families of today and tomorrow are dramatically different to days gone by. The nuclear family is no longer the norm. If you’re offering quality protection advice to your client and their family to safeguard them against the effects of life-changing moments, you’ll need a more inclusive contemporary protection solution. Here’s some of the ways modern life is changing Protection needs: • Change in lifestyles and life expectancies mean that cancer is the biggest health risk to your clients. One in two people born after 1960 will be diagnosed, with half of those diagnosed expected to survive 10 or

more years (Cancer Research UK). The financial impacts of cancer are just the tip of the iceberg, with long term emotional impacts experienced by those affected and their families as well. As more people are likely to experience cancer at some point in their lives, the need for quality care and emotional support is growing. • As more young adults head off to university and become the boomerang generation, families are staying together longer. The responsibilities of parents now extend well beyond the teenage years through to the first stages of adulthood. As your client’s child navigates through life, they’ll experience a lot of life stages. During this time the need for support and protection only gets greater.

• In 2018 there were over 25,000 reported serious injuries due to road traffic accidents (UK Government) • Almost 5,000 Parkinson’s cases are projected to happen each year in people aged below 55 (Parkinson’s UK) • Over 6,000 people are currently on the UK waiting list for an organ transplant (NHS) Although these situations are rare, it’s moments like this in life which showcase why protection is so important. The effects would be long-lasting, and have a devastating financial impact on your client. • Two thirds of people with a long-term physical health condition suffer from a mental health problem, showing the need for protection to evolve to support families through these difficult periods.

•  More enhanced benefits covering 17 conditions, where we’ll pay twice your client’s sum assured (up to £200,000 on top of the cover amount) for 10 conditions as a result of a life changing accident, 4 neurological conditions diagnosed before age 55 and three organ-related conditions. • Extended children’s cover which covers from birth to their 23rd birthday, for 85 conditions (20 of these conditions are covered under 1 additional payment condition ‘Less advanced cancers’) and no minimum survival period. This includes enhanced payments (up to £50,000) for 13 accident or major organ conditions. After the client’s child reaches their 23rd birthday, they can use our new Junior Option to take out their own cover without the need for medical underwriting (as long as a children’s cover claim has not already been paid). To support older children through challenging times we now offer free access to a confidential 16-23 care line providing valuable day-to-day mental health support.

We’ve taken a long hard look at our own Critical Illness offering, and worked to re-build our proposition to be more inclusive for the modern day family: • We now cover 87 conditions and improved the benefits. This includes 49 full payment conditions, 38 additional payments* (for 50% of the main cover, up to £30,000), 17 enhanced claim payments and Children’s Cover. *20 of these conditions are covered under 1 additional payment condition ‘Less advanced cancers’ •  More comprehensive cancer cover and support to help your client and their family with the financial, emotional and practical impacts of cancer. We now offer wider coverage for cancer through our full and additional payment conditions. We’ve also introduced a £1,000 payment which we’ll pay if they are diagnosed with one of the listed cancer conditions and provide evidence that meets the criteria to help with the additional costs of a cancer diagnosis.

All these elements are included as standard, which means you can be confident you’re recommending a provider that will comprehensively cover your client, and provide them valuable peace of mind that if the unexpected does happen we’ll be there to support them.

To find out more, visit www.lv.com/adviser/critical-illness, contact your LV= Account Manager or call us on 0800 032 4219

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Sarah Watts Head of Intermediary GI

SmartQuote for intermediaries: the digital answer to simpler and quicker home insurance

It may not be the first thought when it comes to people’s financial protection, but home insurance is absolutely fundamental. After all, there can’t be many things that are more important than safeguarding the roof over someone’s head and the belongings inside. That’s why SmartQuote for intermediaries is redefining the rules of how advisers and their customers get a home insurance quote. We’ve heard all the objections to selling general insurance: intermediaries don’t have the time and may not see the benefit of participating in a market where many potential customers immediately turn to price comparison sites. Yet at the same time, we have a duty of care to the customer, and it’s hard to see how we can meet it without considering their fundamental needs. Arranging cover has to be made easier. With SmartQuote, we’re not only aiming to do this, but are challenging any lingering misconceptions about the application process. By using big data and innovative technology, SmartQuote enables advisers to get a quote for their clients’ buildings and contents insurance in as little as one question*, making it simpler and quicker than ever before to get a quote. Gone are the days of complex forms and endless questions – which customers may not know the answers to.

Other key benefits for intermediaries include: • Access to our latest product offerings Home Insurance Plus and Home Insurance with enhanced features and benefits such as a buildings sum insured up to £1.5 million and Home Emergency Cover included as standard up to £1,000. • Reduced disclosure risk – customers no longer have to answer a lot of complicated questions. • A much quicker and slicker quote and apply journey with fully digital document option for advisers’ customers. SmartQuote for intermediaries cuts the paperwork and time involved in doing home insurance business and gives intermediaries an opportunity to re-engage with this market. And they should take it. First, because they owe it to their customers to look after their key insurance needs and second, because it could be a fantastic opportunity to take on more business. *assuming an intermediary knows their customer’s name, address and date of birth. For professional use only Legal & General, L&G, L&G –EVERY DAY MATTERS and the Legal & General Logo are registered trademarks of Legal & General Group PLC and are used by Fairmead Insurance Limited under licence. Legal & General Group PLC has no responsibility for the products of Fairmead Insurance Limited or the servicing of those products. Policies are underwritten by Fairmead Insurance Limited which is a member of the Liverpool Victoria General Insurance Group. Fairmead Insurance Limited is not a member of the Legal & General group of companies. Fairmead Insurance Limited is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority, Financial Services Register number 202050. Registered in England and Wales Number 00423930. Registered office: 57 Ladymead, Guildford, Surrey, GU1 1DB.

You can find out more about SmartQuote for intermediaries here:

www.legalandgeneral.com/ adviser/general-insurance

PROTECTION INSIGHT - 7

Planting trees to tackle climate change

As we understand and become more aware of

At the end of 2019 the Zurich Tree-Nation forest was home to an incredible 44,923 trees. Thanks to this project, in less than one year there are just under 45,000 additional trees working to support the planet. Trees are the lungs of the world, providing us with oxygen as well as combatting climate change. They provide habitats for various species all over the world and are powerful flood defences. This is why organisations and governments alike are working hard to plant billions of trees around the world. Tree-Nation manages the planting of forests for several large companies, and businesses of all sizes are working hard to improve their environmental impact. What other steps can be taken to help save trees? • Save paper: Consider if something actually needs printing and what measures you could take to reduce printing in your organisation. For example, are you making the most of the digital alternatives to print? • Recycle and reuse: Where you do have to use paper you can dispose of it responsibly, recycling or reusing wherever possible. You can also ensure that your organisations have facilities to make recycling as easy as possible. • Respect forests: The United Kingdom is 13% woodland, around 3.19 million hectares. Between 2018 and 2019 there were 13,000 hectares of newly created woodland, do you make the most of these natural resources? Getting outside has benefits to people’s mental and physical wellbeing. It’s also important to stick to paths where possible and

don’t leave litter in woodlands. As a business you can ensure you that you are responsibly dealing with waste and not impacting on the environment more than necessary. • Donate your own trees: Organisations such as Tree-Nation not only support businesses but they also offer opportunities for you to plant trees individually and offset carbon emissions. As we start the new decade we hope to continue our efforts to reduce our environmental impact, support reforestation and to Plant a Tree wherever possible. Pledges such as this from organisations and individuals alike are vital to tackling climate change. What could you do in 2020 to help support the environment? Zurich Assurance Ltd, authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority. Registered in England and Wales under company number 02456671. Registered Office: The Grange, Bishops Cleeve, Cheltenham, GL52 8XX.

the devastating impacts of climate change, businesses around the world are having to consider their own impact on the environment and what can be done to tackle climate change. 2019 saw the beginning of a partnership between Zurich UK and Tree-Nation which is a fantastic step in our continued efforts to reduce our environmental footprint. Tree-nation are an organisation who run reforestation projects around the world to tackle rising CO2 emissions. CO2 emissions are one of the greenhouse gasses causing climate change, but did you know that deforestation is responsible for 17% of these CO2 emissions? This is because a single tree can offset up to 250 Kg of CO2 in its lifetime. In fact some studies suggest that planting trees is the most effective solution to climate change currently available to us. The importance of reforestation inspired us at Zurich. Through a series of schemes last year offered through our Direct Life, Travel, Income Protection and Zurich Corporate Risk products we gave customers the opportunity to plant a tree.

Scott Sinclair Content Manager

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