Income Protection 

Why conversations about protection are difficult but essential

  • Identify why protection can be a difficult subject to broach with clients.
  • List some of the common misconceptions about protection and its coverage.
  • Describe how advisers can make the case for protection, and why mortgage clients might have more of a need.
CPD
Approx.30min
Why conversations about protection are difficult but essential

It is no surprise that few people want to talk about illness or death, so initiating a conversation with a client that forces them to confront various potential negative life events can be extremely tricky.

Illness and death can have very serious implications for a client’s finances, not to mention their loved ones, so it is essential to find a tactical way to approach these conversations.

At the moment, there is an obvious gap in the insurance portfolios of most clients that the adviser community could play a crucial role in filling.

But in order to maximise this opportunity, it is vital that advisers find ways to broach the subject of protection, especially given the critical role that products such as income protection (IP) insurance could play, should the worst happen.

With so many different insurance products presented to clients, it is easy to see how people might feel bombarded and neglect to take out IP.

Many clients disregard IP, deeming it an unnecessary expense because, like most of us, they have a “that would never happen to me” attitude; most people seem to believe that they are somehow immune to illness or accidents.

But in fact, the biggest financial risk most people face is long-term absence from work.

A 40-year-old man, for instance, is four times more likely to be off work for three months than die in the next year, according to a Royal London report which refers to the Institute and Faculty of Actuaries’ Continuous Mortality Investigation Income Protection Committee Working Paper 47, July 2010. 

Softly does it

Each year, one million people in the UK find themselves unable to work due to a serious illness or injury, according to the Association of British Insurers.

This is a shocking figure, but advisers who are considering ways to discuss protection with their clients should be cautious about using statistics like these.

Scaring clients with well-known facts, including the statistic from Cancer Research UK that one in two people will get cancer in their lifetime, is often not be the best approach.

Discussing death – and the related need to buy protection – in this way can actually cause clients to close up and suppress any desire to engage in the conversation.

Instead, it may be more productive to use a pre-prepared set of neutral questions to get the client to realise for themselves how important protection could be. For example, advisers may want to start by asking how much the client’s monthly take-home pay is, followed by how much their monthly outgoings are.

From there, it will be important to determine whether the client has any savings, how much is saved and whether they would be willing to use these funds to support themselves, should they need to.

CPD
Approx.30min

Please answer the six multiple choice questions below in order to bank your CPD. Multiple attempts are available until all questions are correctly answered.

  1. According to the author, a 40-year-old man is how many times more likely to be off work for three months than die in the next year?

  2. The author suggests using a neutral set of questions to help clients find out how important income protection could be. Which one of the questions below is not in the author's suggested list?

  3. Finish the sentence: many clients think they don't need protection because they are what?

  4. According to the author, often the most common reason an individual takes out protection is what?

  5. The article suggests advisers who want to offer protection could employ an in-house expert but suggests this could end up being what?

  6. For the self-employed, most protection policies cover what percentage of earnings?

Nearly There…

You have successfully answered all the questions correctly, well done!

You should now know…

  • Identify why protection can be a difficult subject to broach with clients.
  • List some of the common misconceptions about protection and its coverage.
  • Describe how advisers can make the case for protection, and why mortgage clients might have more of a need.

I completed this CPD in

To bank your CPD please complete the form below.

Were the stated learning objectives met?

Why weren't they met?

What did you learn from undertaking this CPD exercise?

Why did you undertake this piece of learning?

Banked!

Congratulations, you have successfully completed and banked this piece of CPD

Already Banked!

You have already banked for this article.

To bank your CPD you must or

Register

One or more questions have been incorrectly answered,
 please review your answers and try again.

Please complete all the above text fields to bank your CPD.

More Protection CPDSee my completed CPDSee all CPD

Comments