the point of remortgage and could alter affordability and financial resilience.
With the ongoing cost of living pressures, your client may have cancelled their protection plans altogether. Perhaps they could no longer remember why they took out protection and have decided to stop paying their premiums. Or perhaps it was an expense they felt they could no longer afford.
And if your client does have protection in place, checking whether it’ s still fit for purpose is critical. Inflation will have reduced the buying power of older insurance products. So, a policy worth £ 100,000 ten years ago will buy a lot less today than it would have when it was originally taken out. Does their current protection cover the full remortgage amount, and is the term long enough?
their adviser, can make the difference between having cover or a policy being cancelled.
So, when a client says they already have protection in place and only need to remortgage, that may be true, but it’ s just as likely that their existing policies no longer reflect their current situation. Clients are human, and humans typically avoid uncomfortable conversations around changes in health or personal circumstances.
This is where having empathy driven conversations matter. As an adviser, you’ re expertly placed to guide your clients through uncertainty, reflecting what they have already stated as important to them and showing just what they stand to lose if it weren’ t protected. You have the skill to ensure that your clients’ protection needs are fit for purpose and remain up to date as their lives change.
Behavioural barriers to revisiting protection
It’ s natural for clients to believe they’ re adequately protected simply because, at one point in time, they were told their needs had been met. But circumstances change, and so do products. Reassurance from you, as
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Sources
1 https:// www. a-m-i. org. uk / wp-content / uploads / 2025 / 11 / Protection-ViewpointThe-Next-Chapter. pdf
2 https:// yougov. com / en-gb / articles / 53709-trust-in-ai-uk-2025
3
Nearly half of UK adults have now taken four weeks or more off work due to illness, injury, or mental health. The Exeter. August 2025
4 https:// www. ukfinance. org. uk / news-and-insight / press-release / modest-growth-forecast-mortgage-lending-in-2026
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