The solution to this, of course, is to sell more protection - and the ‘verb to ‘sell’ is considered particularly apposite in this context. Client preconceptions over cost, payout rates, paucity of coverage and even the basic value of products often needs to be overcome.

This video guide, featuring comments from a panel of protection experts, covers everything an adviser needs to know on this vital sector, which many assert should in principle be the fundamental building block for prescient financial planners.

In particular, it gives an in-depth overview of the types of protection policy available and the benefits or drawbacks in each case; the different methods advisers can use to engage with clients on protection and the likely objections they will face; the changes the sector has gone through as a result of recent regulatory developments; and the evolution that can be expected in the future.

Responses were provided by: Chris Atkinson, retail protection propositions manager at Zurich; Alan Lakey, senior partner at advisory firm Highclere Financial Services; and Clive Waller, managing director of CWC research.

This guide is produced in association with Zurich. For product information, click here.