Income protection: Getting the advice process right

Data from Income Protection Taskforce (IPTF) members, Legal & General and LV=, showed that 71% of the working population have some sort of debt, one in ten with a debt other than a mortgage pay nothing off it each month. Matthew Chapman, a protection coach, discussed how to tweak the advice process to achieve better outcomes for advisers and their clients. He said that biases and fear of rejection means advisers tend to offer the client ‘exit ramps', almost talking the client out of taking the cover for whatever reason. "When they lack that conviction, that confidence, there's subtle ...