Set out your stall.
High lapse ratios and the dominance of agents make travel insurance a tricky sector, but if brokers market their products strategically, the rewards are worth the extra effort, says Carole Walton.
Picture the scene. An average family, complete with 2.4 children,sitting around the brochure-strewn desk of a high-street travel
agency.
There is an air of relief as they have finally agreed on the destination
for their well-deserved summer break. "Shall I arrange your travel
insurance as well?" asks the assistant.
Sound familiar? In recent years, the increase in travel policies being
sold as an add-on by travel agents and other retail outlets has had a
profound effect on the broker market. However
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