Clients may also feel that illness or injury is unlikely to affect them. Rather than challenging this directly, just reframe the discussion:“ It might never happen, but if it did, what would you want in place to protect your home?”. That keeps the conversation balanced without applying pressure.
Making protection a part of the conversation
When protection is only discussed occasionally, it can feel optional. When it’ s part of every mortgage conversation, clients may see it as a normal part of financial planning. Advisers have more consistent conversations meaning fewer protection opportunities are missed. This supports both good client outcomes and long-term relationships.
A simple shift with a big impact
Reducing the protection gap isn’ t about pushing products harder. It’ s about having the right conversations at the right time.
• Start earlier.
• Keep it focused on income and affordability.
• Tie it directly to what matters most.
Because a mortgage isn’ t just a transaction. It’ s a long-term commitment that depends on income. Considering what would happen if that income stopped, is a conversation worth having right at the beginning.
Working with advisers
Holloway Friendly works with advisers to support clear, informed conversations around income protection.
If you’ re looking at how protection fits into your mortgage process, our Business Development Team is on hand to support you. Contact us on sales @ holloway. co. uk.
Important information This article is for financial advisers only and is intended for informational purposes. It doesn’ t constitute financial advice or a recommendation.
Protection products are subject to eligibility, terms and conditions, and exclusions. Individual circumstances will vary. Advisers should ensure that any recommendation is suitable and affordable for the client.
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