Advertise on podcast: Let's Talk Income Protection

What if better income protection conversations aren’t about knowing more products, but about having a better structure? In this episode of Let’s Talk IP, Stevie and Matt bring together many of the season’s themes into a simple, repeatable three-step framework advisers can use in everyday client conversations. They look at how to agree the client’s goals and non-negotiables, stress-test the income those plans rely on, and then align the protection with the outcome. They also explore where advisers can go wrong by jumping to products or price too early, and why giving clients a role in shaping the solution can reduce resistance and lead to better conversations. The idea is to give advisers a simple structure they can come back to in every conversation, while keeping the focus on what the client actually needs. If you want a practical framework for making income protection feel like part of genuine financial planning rather than a separate sales conversation, this episode is for you. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

How do you have a great protection conversation with someone who’s already sceptical before you’ve even started? In this episode of Let’s Talk IP, Stevie and Matt explore why many clients don’t resist income protection itself; they resist the way it’s been presented to them in the past. Whether it’s feeling pressured, overwhelmed by jargon, or having protection bolted onto the end of a recommendation, those experiences can shape every conversation that follows. Together, they discuss how advisers can rebuild trust by slowing down, creating clarity, setting expectations early, and involving clients in the decision-making process rather than making them feel like they’re being sold to. This episode is all about replacing sales pressure with genuine advice, helping clients feel heard, understood, and confident in the recommendations they’re receiving. If you’ve ever worked with a client who’s been put off by a previous adviser, or struggled to overcome scepticism in the room, this episode will give you practical ways to rebuild trust from the very first conversation. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

Why does the price of income protection so often become the whole conversation? In this episode of Let’s Talk IP, Stevie and Matt explore why many price objections are created long before a quote is ever presented. They look at how advisers can unintentionally trigger price shock by introducing cost before they’ve established the value of what they’re recommending. Together, they discuss how to position income protection as an investment in financial resilience rather than just another monthly bill, why clients mirror an adviser’s conviction, and how linking protection to a client’s goals changes the entire conversation. This episode is all about creating value before discussing cost, helping clients understand what they’re protecting, and making price feel like part of the plan, not the headline. If you’ve ever felt that clients focus on the premium before they understand the purpose, this episode will give you practical ways to change that conversation from the very beginning. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

What if the biggest mistake advisers make isn’t recommending the wrong protection product… but starting with protection at all? In this episode of Let’s Talk IP, Stevie and Matt explore why clients rarely arrive with a clear financial goal, and why uncovering what they’re really trying to achieve is one of the most important skills an adviser can develop. From home ownership and retirement plans to family security and future aspirations, they discuss how income sits at the heart of almost every financial plan, whether the client realises it or not. They also look at why protection conversations become easier when they’re linked to outcomes people genuinely care about, rather than product features and policy mechanics. This episode is a reminder that clients don’t buy income protection because they want a policy. They buy it because they want to protect the future they’re working towards. If you’ve ever struggled to make protection feel relevant, or found yourself talking features before understanding what really matters to the client, this episode will help you approach those conversations differently. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

What do you do when a client says, “That’s too expensive”?   In this episode of Let’s Talk IP, Stevie and Matt get into one of the toughest moments in an income protection conversation, when the recommendation meets resistance. They explore why advisers can be quick to soften recommendations when cost comes up, often not because it’s the right client outcome, but because discomfort creeps into the conversation. More importantly, they unpack how to handle objections calmly, re-anchor the discussion to the client’s goals, and hold the recommendation without sounding pushy or salesy.   This isn’t about persuading clients to take more cover. It’s about making sure any compromise is a conscious client decision, not an adviser assumption made too early. If price objections have ever made you flinch or rethink your recommendation, this episode will help you approach those conversations with more confidence and clarity.   Links from this episode: Industry Conversations - Episode 1: Misrepresentation - Understanding the Rise and Resetting the Narrative - https://iptf.co.uk/industry-conversations/📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

Why do so many advisers default to short-term income protection… even when the client’s need clearly isn’t short-term? In this episode of Let’s Talk Income Protection, Stevie and Matt unpack one of the most common patterns in protection conversations. Not from a product point of view, but from a behavioural one. They explore why short-term often becomes the default, from fear of price and pushback to the temptation to secure an easier “yes”. More importantly, they show how to shift the conversation back to what really matters: how long the client actually needs their income for. This isn’t about saying full-term is always right or short-term is wrong. It’s about making the decision deliberately, based on the client’s situation, not the adviser’s assumptions. If you’ve ever found yourself leading with a shorter-term option without fully sense-checking the need, this episode will help you approach that decision with more clarity and confidence. Links from today’s episode: Protect your everyday – The Building Blocks of Life - The IPTF’s animated consumer video, designed to help advisers explain as part of their regulated advice process, what income protection is and why it matters when an income is lost.📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

Why do advisers sometimes undersell income protection even when they know how important it is? In this episode of Let’s Talk IP, Stevie and Matt look at the moments where conversations wobble. The price comes up, the recommendation gets softened, or a cheaper option is offered just to avoid an awkward pause. They unpack why this happens, from adviser mindset and fear of pushback to the temptation to take the “path of least resistance”. More importantly, they explore how to hold your recommendation with confidence, handle objections calmly, and keep the focus on what clients actually need. If you’ve ever felt that moment of hesitation in an IP conversation, this episode will help you recognise it and handle it better next time. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

Why do so many income protection conversations fall apart before they’ve even begun? In this episode of Let’s Talk IP, Stevie and Matt dig into the real reasons IP discussions stall, and it’s rarely about product or price. Instead, they explore the psychology behind effective conversations, from mindset and framing to expectation-setting and sequencing. Using real-world examples, they show how goal-based advice, income resilience, and better conversation structure can completely change how IP lands with clients. The result is clearer, more confident discussions that feel natural, valuable, and genuinely helpful. If income protection still feels awkward, clunky, or like the part of the meeting that clients resist, this episode will help you reset the way you approach it. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

Season 3 of Let’s Talk Income Protection is adviser-first, practical, and coaching-led. This season is a little different...shorter episodes. Less industry chat. More real-world conversations about what actually works when discussing income protection. Co-host Matt Chapman brings field-tested coaching insight, while Stevie Arnoldi challenges it from the perspective of a real client. Together, they break down why IP conversations fall apart, why advisers undersell, and what to say when clients push back. If you advise on mortgages, protection or financial planning and want better income protection conversations, this season is for you. Follow or subscribe to Let’s Talk IP wherever you get your podcasts. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

The Keep Britain Working report lays out a stark reality: the UK is losing working-age people to ill health at scale, and it is impacting households, employers, and the wider economy. In this final episode of Season 2, we unpack what the report says, what needs to change, and why staying connected to work is often better than falling out of it entirely.   Stevie and Matt are joined by three expert guests: Dr Julie Denning (Working to Wellbeing, Chair of the Vocational Rehabilitation Association), Monica Garcia (MT Consulting, Trustee of the Vocational Rehabilitation Association), and Roy McLoughlin (Protection Distributors Group). Together they explore how early intervention, vocational rehabilitation, and the modern income protection proposition can help more people stay in meaningful work and reduce long-term absence. Key learnings from this episode:  Why the report is action-focused and what it is trying to unlock next (frameworks, evidence, and delivery)Early intervention in practice, including how it shows up across both group and individual income protectionThe value of proportional benefits and alternative roles: “can’t do your job” does not mean “can’t work”  To read the Keep Britain Working report, use this link, or search “Keep Britain Working report”.   📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

Consumer Duty regulations are reshaping protection advice by shifting the industry from box-ticking compliance to a genuine focus on client outcomes. This shift enables advisers to deliver more meaningful, goal-oriented conversations about financial security. Keith Richards from the Consumer Duty Alliance joins us to discuss how things are shaping up 2 years on, before we get an adviser's view from Jiten Varsani from FortyOne Money Key learnings from this episode: • Consumer Duty represents a transformation from prescriptive, rules-based regulation to outcomes-focused approaches • Keith Richards explains how the Consumer Duty Alliance provides free self-assessment tools and resources for advisors • Vulnerability considerations have expanded beyond permanent conditions to include temporary circumstances requiring additional support • Claims handling is improving with streamlined processes, digital signatures, and dedicated support contacts • Cross-referrals between protection specialists and wealth advisors are increasing to provide holistic financial planning • Documentation now focuses on evidencing client outcomes rather than just product recommendations • Consumer Duty encourages advisers to break complex advice into manageable, client-friendly segments • The Protection Alliance is being developed to support protection specialists specifically To claim your unstructured CPD and learn more about Consumer Duty, visit consumerduty.org for free tools and guidance. Register now for Income Protection Action Week 2025, running 22nd September, at iptf.co.uk. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

In the latest episode of Let’s Talk Income Protection, Matt and Stevie dive into the rise of menu plans. More advisers are recommending combinations of products like life, critical illness, and income protection together.  To help us dive into this topic this month, we’ve got two fantastic guests joining us today, firstly Zoe Mears from iPipeline to dig into what the latest data is telling us about trends in this space and then we speak to Gemma Sawyer from Switch Financial Services to get a real-world view from the adviser side.   Income protection usage is growing significantly, with multi-benefit plans showing a strong upward trend as advisers deliver more comprehensive protection recommendations to clients.  Listen now to learn more about:    • How income protection sales up 15% year-on-year, with even stronger growth in multi-benefit structures  • Why multi-benefit plans now account for 33.7% of all applications through iPipeline  • Why income protection now features in half of the top 10 multi-benefit combinations, up from 30% last year  • How short-term income protection with 4 and 13-week deferred periods dominates multi-benefit plans 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

In the latest episode of Let’s Talk Income Protection, Matt and Stevie dive into a topic that sparks a lot of opinions — social media. Whether you love it or avoid it, one thing’s clear: it’s not going anywhere. For advisers wanting to grow their brand and reach more clients, it’s time to get on board. To guide us through the landscape, we’re joined by two experts who live and breathe this stuff: Rosalia Lazzara and Ash Borland. Social media has become the new currency of visibility for financial advisers. Done well, it helps you build trust, stay top of mind, and attract your ideal clients — all without it becoming a full-time job. Listen now to learn more about: • How social media should be part of a bigger business strategy, complementing referrals and networking • Why people buy from those they know, like, and trust – social media accelerates this process • Analysing your CRM to identify your most successful client types before posting content • Focusing on one platform where your ideal clients spend time before expanding • Why personal branding doesn't mean sharing private details – it means being personable and authentic • How video content creates "parasocial relationships" where potential clients feel they know you before meeting • Why niche marketing differs from niche product–market to a specific audience but serves anyone who needs your solutions • Why consistency matters more than trying to be different or creative • Why you shouldn't over-edit videos – simple, authentic content builds more trust than over-produced content • Why you should batch create and schedule content to maintain consistency without daily pressure 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

In this episode, Matt and Stevie take a deep dive into vocational rehabilitation, a crucial but often overlooked part of the claims journey. This episode forms part of the IPTF’s ‘7 Claims Stories’ series and explores how tailored rehab support can transform a person’s recovery after illness or injury. They’re joined by Phil Deacon, who leads the project, alongside vocational rehab consultant Monica Garcia and protection adviser Charlotte Rogers, who each bring a unique perspective on helping people get back to work with confidence and care. Vocational rehabilitation plays a transformative role in people's lives by supporting individuals with health conditions and disabilities to stay in work, return to work and sustain employment. This missing link in the recovery journey helps bridge the gap between medical treatment and a person's ability to perform their specific job functions. Listen now to learn more about: • How vocational rehabilitation consultants assess both physical and cognitive demands of roles to create bespoke return-to-work plans • Common mental health conditions, musculoskeletal problems and cancer are the top three reasons for income protection claims • How only 45% of the working population has access to occupational health support • Why proportional benefit allows claimants to gradually increase working hours while maintaining some financial support • How self-employed individuals are particularly vulnerable without workplace support structures • Why the biopsychosocial model helps identify who needs additional support to return to work • How early intervention significantly increases the chances of a successful return to work • Why a 12-18 period off work means chances of returning "fall off a cliff" • How advisers should encourage clients to notify insurers early, even with longer deferred periods • How claims assessors need better training to identify when vocational rehabilitation could help • How the industry could learn from countries like the Netherlands, the USA and Australia, where employers play a more active role • How approximately 300,000 people leave the workplace yearly due to health conditions • Why over 8.2 million people currently live with work-limiting health conditions in the UK Links from the episode: For more information, visit the IPTF website at iptf.co.uk, check the Chartered Institute of Insurers' Guide to Income Protection, or explore the Vocational Rehabilitation Association website. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios

In this episode, Matt and Stevie get down to business...business protection that is! A very technical episode featuring three interviews based on different levels of expertise in the space with guests Tara Cohen, from The Mortgage Centre Direct and one of the IPTF's new 7 Advisers, Nathaniel Lee from Business Protected and from L&G, Dave Butler.  Business protection represents a massive gap in the UK market, with just 1% of protection sales despite a £1.35 trillion opportunity, because nearly every client you speak to is likely connected to a small or medium-sized enterprise that needs protection. Listen now to learn more about: • How business protection covers key person protection, shareholder/partnership protection, and business loan protection • How employee benefits like executive income protection and relevant life policies offer tax-efficient solutions for businesses • How new advisers should build confidence by understanding business protection language and leaning on BDMs for support • How executive IP offers higher benefit levels (80%) than personal IP (60%) to account for tax when paid through payroll • How business owners need education about protection options, as many are unaware that these solutions exist • How specialist business protection advisors focus on educating clients first, rather than immediately selling products • Why understanding tax implications is crucial when recommending business protection products • Why any advisers unsure about business protection should: "Write it or refer it" - don't let clients miss vital protection Links from the episode: Visit the IPTF website to access new advisor tools, including underwriting guides, calculators and a glossary of IP terms. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok Produced and edited by SEA Studios