Another positive aspect of the conference was the blend of old and new. We also saw older advisers with undiminished passion and enthusiasm for the benefits that protection brings.

Over the past 40 years, insurance payouts have supported customers and their dependants at what is often the most difficult point in their lives, helping them immeasurably.

There are new technical developments, innovations, more personalisation of products and propositions, alliances, education, and new entrants. 

What has not changed is the need to have those potentially difficult conversations – so, remember, it is good to talk. 

Peter Hamilton is head of market engagement at Zurich