Get boosted

Monday 7^th Feb – 1:30pm – 30 mins

More and more people are looking for advice from specialists to ensure they are securing the right mortgage/protection advice, but in addition, they are looking at the perceived value they have during their interaction with their Adviser. This session looks at 10 ideas to help you recommend and advise appropriate solutions to any needs identified and to also engage with clients to assist them to make their decisions based on their own personal circumstances/needs.

Learning Objectives

Identify new ways to engage your clients in the protection conversation

Consider how you might include new ideas into your advice process

Explain how these changes could lead to better client outcomes

Tuesday 8^th Feb – 1:30pm – 30 mins

Our Deadline to Breadline research assesses the financial stability of people across the UK and how long they could survive if all they had to rely on was their savings. Many households could be far less financially resilient than they think with the average perceived deadline being 90 days yet in reality it’s just 24 days.

Consumers still underestimate the need to protect themselves which is reflected in the fact pets are still better protected than their owners. In this session, we will explore the research and alongside revisiting the perception and reality gaps, we will delve deeper into the new myths and misconceptions findings that, in many cases, prevent consumers from engaging further with their financial plans. We will also share some hints and tips to overcome these common barriers and look at the key reasons why 92% of respondents currently don’t have cover, and how advisers can help, protect and support more people

Learning Objectives

Analyse the Deadline to Breadline research in order to identify the common myths and misconceptions around the need for protection

Demonstrate how the research, tools and calculators can be used to highlight a client’s areas of risk and position an affordable solution

Explain how the benefits of protection policies can improve a client’s financial reliance at a time of need due to the sickness, injury or death of a breadwinner

Wednesday 9^th Feb – 1:30pm – 30 mins

In this session we will look at identifying the features and benefits of the Income protection solutions available to clients and how the features and benefits can help an adviser meet the client’s needs for protecting their income.

We will also suggest ways to position cover in order to appeal to a client’s needs and budget in order to address the common objections before they are raised.

In order to make Income protection more relatable and to help a client understand the value of the benefits offered by Income Protection providers we also demonstrate how the additional features available can help a client before and during a claim.

Learning Objectives

Understand how to positively position income protection in order to overcome objections before they are raised

Identify how these policies benefit the client and impact the cost of the solution offered

Demonstrate how once a need has been identified the value of the policies and their additional benefits can benefit a client

Thursday 10^th Feb – 1:30pm – 30 mins

The Mortgage review is a great opportunity to review a client’s needs and continue to build a long term relationship. There is intense activity in the remortgage and product transfer markets so it is important that, as your client’s advisers, mortgage & protection specialists, you are able to demonstrate to customers the added value that you provide. This involves ensuring they’re fully aware of the importance of protection at review time especially when they may have had a change in personal or financial circumstances since their previous review. Let’s ensure they are fully protected.

This session looks at the opportunity the review gives you, the importance of a positive mindset and promoting the value of your services. We provide a useful checklist to help ensure you and your clients are aware of the need and have a clear, practised process in place to help customers to choose you to help them protect what’s most important to them.

Learning objectives

Consider the opportunity available to you from your clients' mortgage reviews and the need for them to include all aspects of protection

Understand a simple approach to help you build on the mortgages you arrange for your clients leading to a long term relationship

Identify how you can develop your mortgage review advice process to ensure your clients are protected

Friday11^th Feb – 1:30pm – 45 mins

A Trust is a great way to help ensure your customers’ loved ones or their business is protected. A Trust conversation drives a deeper understanding of the client and their aspirations. Clients are better bought into their Protection plan and the difference it will make to their beneficiaries.

By placing their life insurance in a trust, it helps to make sure the money goes to the right people at the right time, and to ensure that the lump sum paid out from the life policy would not be part of their estate, helping to minimise any Inheritance Tax liability. In this session, we cover why you should always consider writing a plan in trust and the benefits to your clients.

We also provide an overview of the different types of trusts, the terminology in using them and how they operate. The session also includes details of our Online Trust Hub which is automated into the application process and signature freeway to complete the trust document.

Trusts help to drives greater retention and the beneficiaries are a natural source of new business leads for you in the future.

Learning Objectives

Identify the different types of trusts used with protection insurance policies and the situations where they may be used

Consider the benefits of using trusts as part of the advice process

Understand how to set up a trust and the tax efficiencies that could benefit your clients by using the appropriate trust to suit their circumstances