This research from AMI Viewpoint shows that consumers really value the role of the adviser. Your ability to listen, understand and tailor advice to their unique needs and circumstances is what keeps clients engaged and confident in their decisions. out, you can help clients understand how this cover could support them in maintaining their mortgage repayments and financial stability when it matters most. Reminding clients of the purpose of their cover at remortgage is equally valuable.
Technology supporting human conversations
According to YouGov, almost two-thirds of UK adults say they’ ve used an AI tool in the last 12 months 2- and that probably isn’ t surprising. Many of us use AI without actively thinking about it, whether that’ s through search tools, google maps, booking a hotel or getting quick answers online.
Technology is particularly good at spotting patterns and triggers. For example, when websites ask for key dates – such as when your client’ s insurance policies are due for renewal- technology can signal that a policy is ending. This tech might prompt an automated email, a reminder to search online, or a suggestion to review cover. But while technology can recognise a date, only a human adviser can understand what that milestone represents in someone’ s life.
That distinction matters when discussing mortgages and protection. Mortgages and life insurance often go hand in hand given the significant financial commitment a mortgage represents. Choosing to put life cover in place that aligns with a client’ s mortgage can help to ensure that money is available to help support their loved ones if they die during their policy term. But what about keeping up with mortgage payments if they became too ill to work?
Being unwell and unable to work for a long time happens more frequently than your clients might realise. Data shows that close to two-thirds( 62 %) of adults aged 25-34 have taken extended leave from work 3. And this is why conversations around income protection are equally important when discussing mortgages.
When clients are healthy, keeping up with mortgage repayments can feel like just another part of daily life. But by talking to them about what really matters- their priorities, responsibilities, and tolerance for risk- you can help paint a clear picture of what they stand to lose if they were unable to work for a prolonged period.
By explaining the practicalities of income protection, what policies cover, and how quickly they could pay
The remortgage opportunity
In 2026, 1.8 million fixed rate mortgages will come to an end sending a significant number of people back into the mortgage market to find a new deal 4. And as clients review their options, it’ s a good opportunity to also reassess their protection needs. When debts and monthly commitments change, making sure your clients have sufficient protection in place becomes even more important.
99 % of advisers say they ask a client about protection when giving mortgage advice1. But what about when their client remortgages? Do they revisit the protection conversation? By normalising protection conversations at remortgage, advisers can ensure their clients’ protection still aligns with their life today.
Revisiting protection at remortgage is less about starting from scratch and more about checking whether existing cover still aligns with a client’ s goals and responsibilities. It’ s possible that other changes in their life now makes them feel over or under-protected. Perhaps their relationship status has changed, they have become a caregiver or moved employer.
Use open questions to explore how your client’ s life has changed since they took out their original mortgage. The safety net put in place years ago may no longer reflect the lifestyle or financial pressures your client has today.
The mental load
As clients approach a remortgage, they will already be thinking about their long-term financial commitments. And while it’ s likely that your client will already be mentally stretched with different mortgage options, by framing protection as a normal part of the mortgage review process, it can be made to feel like an extension of the same conversation.
Asking clients for a protection‘ sense check’ is a great way of broaching the topic and checking the cover they have remains suitable for their new mortgage. After all, increased monthly payments are common at
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