The Sesame network and PMS Mortgage Club have launched a campaign aimed at improving advisers’ conversation about protection with their clients.
The Rewire Routines campaign, set to run from June 4 to June 24, asks advisers to sign a charter that commits them to having a conversation about protection with every mortgage customer during the campaign period.
This year, the campaign will place greater emphasis on protecting people’s income.
Advisers who sign up to the campaign will get access to a dedicated hub which offers resources, training sessions and webinars hosted by product providers.
Alongside this, Sesame and PMS will make a donation of £5 for every adviser who signs up to national charity Turn2Us, which aims to help people get their lives back on track after illness, bereavement or losing their job.
The firms already ran a similar campaign last year which saw hundreds of advisers sign up to the charter.
Jeff Woods, campaigns and propositions director for Sesame Bankhall Group, said: "Our Rewire Routines campaign has been successful in creating healthy habits, which last year led to advisers having more regular protection and general insurance conversations with their customers.
"In 2019, we want to move the campaign on a step further by exploring the quality of those conversations and by also placing a greater emphasis on the importance of protecting people in life and not just death."
Mr Woods said that while the majority of people taking out a mortgage have life cover, fewer than 20 per cent have income protection.
According to Mr Woods, this imbalance doesn’t reflect the reality of how people live and work and he said it was important to have a conversation based on protecting a customer’s wider needs and not just the mortgage.
Martin Schultheiss, group managing director at Sesame Bankhall Group, said: "Last year’s Rewire Routines campaign was a great success, and the 700 advisers who took part helped to raise over £10,000 for charity, as well as increasing their protection business by 22 per cent."
Director of distribution at the Exeter, Steve Bryan, said the firm was pleased to be supporting the Rewire Routines initiative for the second year running.
He added: "It’s no surprise that few people want to talk about illness with a financial adviser, but these conversations are essential.
"As an industry we should be proud of the huge number of families we have already helped and the next step is initiatives like this that will ultimately allow customers the best chance of accessing protection for themselves and their family."
Alan Lakey, director at HighClere Financial, said the Rewire Routines campaign was a great initiative.
He said: "Too few advisers, particularly mortgage advisers, protect the debt that they have helped their clients create.
"The last year or so has seen a definite shift in adviser thinking where instead of focusing entirely on funds under management and pensions they are starting to accept that protection underpins all other advice and products."