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How to talk protection with different clients – Everything you need to know

How to talk protection with different clients – Everything you need to know

Our “How to talk protection with different clients” series has been running for six weeks now in which time we have had some excellent insights into how different advisers might approach different clients. These pieces have been designed to help provide advisers with different ideas on how to approach the protection conversation and some of the key things they might consider when talking to different client demographics. This article brings together the six insights we have published to date.


20 year old professional in rental accommodation

We start of with the youngest client we have asked an adviser to look at. In this article, Nina Brown from Pam Brown Mortgages looks at the younger side of generation rent and in doing so encourages advisers to keep it simple, highlight their specific risks and reinforce how inexpensive cover can be.

The specific client demographic we asked Nina to consider was:

  • 20 years old
  • No children
  • Living in rental accommodation
  • Employed as an administrator
  • Earning £30,000 p.a.
  • A 1 month sick pay scheme from employer
  • No protection in place

To read more click here

30 year old self employed scaffolder

In our second article we took the opportunity to ask Samantha Haffenden-Angear from Drewberry insurance how she might approach a manual tradesperson. In this piece Samantha discusses how the self-employed are dangerously under-protected and the particular risks this poses. Given the manual nature of the clients occupation she also discusses the types of plans that might be suitable specifically for income protection.

The specific client demographic we asked Samantha to consider was:

  • 30 years old
  • Living with a partner (not married)
  • No children
  • Renting
  • Self-employed earning £40,000 – tradesperson (Scaffolder)
  • Savings £10k
  • No current cover

To read more click here

40 year old divorcee

Matthew Chapman took the reigns for our next client who’s situation was somewhat more complicated as they are divorced and paying child maintenance to their ex-spouse. In this piece Matt discusses his income trifecta approach and why it is important to provide income when the client is alive, income when they retire and income when they die.

The specific client demographic we asked Matt to consider was:

  • 40 years old
  • Divorced
  • 2 Children (10 and 12)
  • New mortgage
  • Employed, earning £60,000 (statutory sick pay only)
  • Child maintenance of £8,000 pa
  • Savings of £8,000
  • Death in service cover of 2 x salary through employer
  • No other cover

To read more click here

45 and 40 year old co-habiting divorcees

In this piece we consider the not so unusual situation of two divorcees with multiple children from their previous marriages living together. Ben Burgess discusses LifeSearch’s three fundamental pillars to giving protection advice in terms of knowing your clients, empathy and continuous learning. His observations about the clients in question include what their particular needs are, what the key questions advisers should ask are, how to tailor the advice and what a menu of benefits might look like.

The specific client demographic we asked Ben to consider was:

  • A Couple aged 45 and 40

  • Both previously divorced from other people

  • Co-habiting renting (but saving to be able to buy)

  • Three children from previous marriages (aged 15, 18, 25)
  • 45 year old is Self-employed driving instructor earning £40k p.a.
  • 40 year old is employed office manager earning £50k p.a.
  • Savings £15k
  • 40 year old has 4 x death in service and IP based on 60% of salary 3 months deferred.
  • 45 year old has no cover in place

To read more click here

50 year old divorcee

Moving further up the age spectrum our next client is in their 50s and conversely to our previous client divorced and receiving child maintenance with a modest income of their own. Emma Astley from CoverMyBubble discusses her approach of reassurance and keeping things simple as she highlights the CoverMyBubble philosophy of giving protection advice and really getting to know their clients personally.

The specific client demographic we asked Emma to consider was:

  • 50 years old
  • Three children (18, 15 & 12)
  • Divorced
  • £10,000 income from small beauty business
  • Homeowner but mortgage free
  • Receives income from ex of £800 a month up until youngest child is 21
  • No current insurance in place

To read more click here

Business owner and Co-director

In our last piece we turn our attention to business protection. Zanele Sibanda from Towergate Health & Protection looks at the various different types of business protection that our client and their company should consider and why understanding the business and its key risks is vital when giving business protection advice. This piece covers loan protection, key person cover, relevant life and executive income protection.

The specific client demographic we asked Zanele to consider was:

  • Business owner and Co-director
  • Earning £80,000 through dividends and salary
  • Advertising business
  • Business has 15 employees (4 directors all directors earn similar)
  • Company has recently taken on a loan to re-fit and refurbish offices

In addition to these details, Zanele has made the following assumptions:

  • Shareholder agreement and cross-option agreements in place to ensure shares pass from family to remaining shareholders on death
  • All have dependants
  • Directors guarantees have been signed for the re-fit loan
  • Directors loans have been injected into the business

To read more click here

Watch out for future “Everything you need to know” pieces where each week we will cover a different topic and provide you with the information you need to know to discuss the topics with your clients.

About The Author

Adam Higgs

Adam leads Protection Guru's detailed protection research and benchmarking of both product and operation features provided by insurers and has a vast knowledge of the protection market. He has been instrumental in building the protection comparison service Quality Analyser and maintaining the data to enable adviser to quickly and easily compare protection products based on qualitative measures. He also works with adviser firms to help in panel reviews and with insurers to help them understand the shape of the market, their strengths and the areas that could be improved in their products. In his spare time and when not spending time with his wife and two children, Adam is a keen Arsenal fan and enjoys hacking his way around a golf course.

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