Trevor Matthews, chief executive of Standard Life UK, outlined a number of factors that act as a barrier to clients employing advisers, factors that could equally be applied to personal lines brokers.
Speaking at the CII confernce, Matthews told de
legates that Standard Life research has revealed that barriers to brokers include consumers' perception that they can "do it themselves", fear of over selling and fear of commission bias.
Matthews praised the move to a "trusted adviser" model in the life sector, which aligns the interests of clients, intermediaries and providers.
