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Less than a year later, a doorstep salesman from pension firm Pearl – which already collected insurance premiums from his mother – persuaded him to take a new personal pension. This was made possible by reforms enacted in 1988 allowing workers to choose between an employer’s scheme or their own. The tricks used to convince the vehicle mechanic to make this life-changing decision were common at the time. The Pearl salesman used wildly inflated projections based on 13pc annual returns. These would never materialise. The City regulator has since cut the maximum growth prediction to 9pc. From 2014 it will be 8pc.
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