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Marketing and Finance (MAF) Podcast

Nov 11, 2014

MPAF20 – Andrew Gething on Changing Protection Underwriting

This is the Podcast for providers and advisers looking to share business ideas and inspiration in the world of protection and finance.

Underwriting gets a good deal of bad press. But is it justified?

In the advised protection market the consequence of price competition on term assurance and critical illness products is tighter underwriting, more medical evidence and more ratings.

Online applications and tele-underwriting can help speed up the process but clients face disappointment when they find their premium is higher than originally quoted.

Is it time we changed the way we quote for protection products so we do not raise client expectations with cheap headline rates more people cannot obtain?

My guest today pioneered tele-underwriting in the UK and firmly believes that we need change. But what does "good" look like?

Hear Andrew's views on the current relationship between quoted premium rates and the final rates we offer after underwriting. Listen to his proposed solutions on how we can change underwriting from the current sometimes painful process to a valuable individual assessment.

That’s all right here in episode 20 of the Marketing Protection and Finance Podcast.

Who is Andrew Gething?

Andrew is founder and MD of Morgan Ash.

Before that he was a Chartered Structural Engineer and entrepreneur starting several other companies one of which was an IT specialist.

In his spare time Andrew is currently walking all the Wainwrights – that 214 hills in the Lake District of which he has only 22 more to do.

For links to the books and apps mentioned by Andrew please visit for the show notes.

What is the Marketing Finance and Protection (MPAF) Podcast?

The MPAF Podcast is a 30 minute audio show you download from, iTunes or Stitcher Radio. Each week I’ll be interviewing financial services providers, advisers, experts and journalists.

Interviews to listen to in the car, on the train or on the treadmill.

I’ll be asking what we can do to make protection and finance more accessible to the consumer. We’ll talk about:

             Marketing, communications and propositions.

             Financial and protection products

             Interesting business models and campaigns

as well discussing how advisers can promote their own businesses using modern content and social media methods.

My aim is to make sure that you will get one or two big business ideas that you can apply to you own business, whether it is a sales idea, advice idea, product tweak or simply an app that is worth looking at.

I’m your host, Roger Edwards. A Marketer for 25 years, ex-MD of Bright Grey and Scottish Provident, content and social media champion, I’m now in business to help your business.

Please subscribe to the Podcast on iTunes and I’d be grateful if you would leave a review.

Would you be interested in appearing on The MPAF Podcast? Are you working on a new proposition, campaign or a business model you want to talk about? Do you fancy drawing out some inspirational business and marketing ideas that MPAF listeners can take away to use in their own businesses. Do please contact me if you want to get involved.