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Insurance

Churn is different to replacement: Partners says

Tuesday 22nd of May 2012

The simple difference between churn and replacement business is that with the former the adviser benefits and when it is the latter the benefit is for the client rather than the adviser.

Partners Life technical manager Steve Wright said its seminars on the topic were "not an invitation for open churn for all or any business to Partners Life" but an attempt to clarify the situation around replacing insurance policies - especially in the wake of the Financial Advisers Act (FAA).

Wright said churn could be defined as replacing business where there was no material benefit for the client. He was equally clear, however, that under the FAA, advisers were obliged to recommend replacement of policies if it was to the clients benefit.

He also had a warning for advisers who may be reluctant to replace for fear of the ‘churn' label.

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