Mention the words 'income protection' to clients and they either might not know what it is, or assume they do not need it.
Meanwhile, the protection industry has long warned of a protection 'gap' - it believes the majority of people are underprotected.
This is often exacerbated by the fact many clients think they are covered as part of a group employee benefits scheme, or think if they have critical illness cover, they are covered in all eventualities.
Christina Rigby, protection product owner at Royal London Intermediary, asserts "protection should underpin most holistic financial advice".
This guide, which is worth an indicative 60 minutes of CPD and can be read by clicking in the image above, asks why might clients need income protection?
It also considers how advisers can help clients to navigate their income protection needs and options, and whether providers are meeting the changing needs of clients.
Finally, this guide in association with Royal London, will ask, is there a protection gap?
Contributors to this guide: Kathryn Knowles, managing director of Cura Financial Services; Roy McLoughlin, associate director of Cavendish Ware; Ron Wheatcroft, technical manager at Swiss Re Europe; Christina Rigby, protection product owner at Royal London Intermediary; Royal London State of the Protection Nation; Swiss Re Group Risk Watch 2018.
Ellie Duncan is features editor of FTAdviser and Financial Adviser