ON-DEMAND EDUCATION

Ash looks at the psychology behind consumers reluctantance to protect themselves and their income.

He explores why advisers' own assumptions around affordability can sometimes become part of the problem, and explains why protection should be introduced from the very beginning of the client journey, positioning it as an integral part of taking on a significant financial commitment rather than an additional product to be sold.

The session also explores practical techniques advisers can use to make the risks facing clients more tangible, including financial resilience checks, better framing of affordability and a more holistic approach to protecting income. Finally, Ash considers the opportunities advisers may be overlooking, including family income benefit, and why taking more time over each client could ultimately deliver more value for both the customer and the advice business.