In this episode of Just Covered, we're excited to host Stephanie Charman, the new CEO of the Association of Mortgage Intermediaries (AMI), and our very own Vikki Jefferies, who has recently assumed her new role as Market Development Director. In this friendly and lively chat, they discuss their diverse backgrounds in the industry and the transitions that led them to their current positions. Gladly, they also share personal insights on current mortgage market conditions, changing regulations, and, perhaps refreshingly, their positive outlook on the future. They also discuss some of the game-changing initiatives they’ve recently been involved in. It’s an entertaining and informative hour-long chat…

This episode also covers:

• Some of the ongoing work and research of the AMI, including their collaboration with Legal & General. 
• Key drivers of industry change like the rise of Green Mortgage Advice initiatives, AMI’s Protection Viewpoint, the Working Mortgage Scheme, and other leading schemes and innovations.
• The variety of roles available in the financial services sector and the importance of mentorship in supporting advisers to realise their career goals.

In this episode of Just Covered, we meet Robin Melley, a founder and director of the Consumer Duty Alliance and co-founder of the Financial Vulnerability Taskforce. As the only person to win UK Chartered Financial Planner of the Year twice, Robin is a force to be reckoned with. We were lucky enough to get his insight into the evolution of the Financial Vulnerability Taskforce. And hear about his more recent work with us on the Thematic Review checklist, which has already proven a transformative tool for helping advisers with Consumer Duty. Don’t miss this one…

 This episode also covers:

· Common misconceptions around vulnerability, and the importance of building awareness of it into every financial plan.

· The five key questions Robin recommends you ask every client seeking financial advice.

 · The need to build trust and engagement as an industry to bridge the advice gap and further enhance client outcomes.

Ollie Popham| Evolving financial advice in pursuit of customers’ best interests

In this episode of Just Covered, we meet Ollie Popham, Senior Sales Manager at Cavendish Online. Since the turn of the millennium, Cavendish has been of one the industry’s most exciting success stories. The company has grown from a small internet startup into a UK-wide organisation, with hundreds of staff. And it’s been repeatedly celebrated as a market leader through continuous nominations and, often success, in well-established industry awards. Ollie sheds some light on the company’s origin story, innovative strategies and pioneering use of technology in customer engagement and the importance of its culture in driving success. 

This episode also covers:

· How AI is transforming financial advice and protection sales, improving training, creating efficiencies and augmenting how advisers work and support their customers

· The importance of putting value before price during customer conversations and always enforcing a customer-centric approach

· How to educate customers, and present options during client conversations, so that they can make informed decisions that put their interests first.
 
 

In this episode of Just Covered, we meet independent financial adviser, Hulya Gunay, for a divorce-focused special. Hulya’s story is unique and inspiring. Driven by a combination of personal and professional experience, she established her own firm in 2018 that’s carved a niche in the market specialising in representing women as they navigate key turning-points and transitions in their lives. Today, it’s her passionate mission to empower female professionals and business owners to find financial freedom. She also holds a strong belief in the crucial role of financial advisers in navigating divorce. Listen to her powerful story…

This episode also covers:

· Hulya’s client acquisition strategy and approaches to building long-relationships and trust with clients, especially post-divorce.

· How women can be neglected from marital financial planning, and the often-overlooked extent of financial abuse and manipulation in relationships.

· The importance of consulting financial advice as early as possible in the divorce process and other key divorce challenges.

 In this episode of Just Covered, we’re honoured to be joined by Vanessa Barnes, chartered financial planner and recently appointed board member of the Consumer Duty Alliance. Vanessa is a trailblazer in many ways, running an all-female financial firm, she’s a powerful and dedicated advocate for women and the unique financial challenges they face, amongst many other things. This thoughtful discussion covers a range of key topics, like helping clients to find happiness in retirement, and details some of her own techniques for dynamic financial planning, like ‘the bucket method’. Take a listen…

This episode also covers:

· The evolution of financial planning from product-focused to life-centric approaches.

· Attracting women into the profession and how the industry can improve education, awareness and collaboration to support this.

· How advisers can empower their clients and deliver long-term emotional and financial wellbeing, especially into retirement.

In this special episode of the Just Covered Podcast, our hosts Hazel Johnston and Wayne Holcombe are joined by Mark Lambert, Director at Viva Retirement Solutions.

During the episode, Mark discusses the versatility of lifetime mortgages and the positive impact they can have for clients and their families. He also talks about educating clients on some of the common misconceptions surrounding LTMs and his holistic approach to providing advice to clients on their retirement options.

The episode also covers:

• Leveraging your professional network to help maximise the financial benefits available to clients
• Some of the use cases for lifetime mortgages, including providing a financial gift to family members, paying off an existing mortgage and more
• Helping to change client perceptions of LTM products and busting common myths

In this episode of Just Covered, we meet Gemma Cuff, founder of Gemstone Mortgages. As one of the leading mortgage brokers in Colchester, Gemma tells her unique story around starting her own business – going into remarkably honest detail about her personal challenges and how she’s expanded her brand over the years and responded to changing demands. She also explains some of the philosophy behind how she recruits and trains staff, as well as her crucial use of technology and social media to grow her business organically.

This episode also covers:

· How to use personal experiences in the protection conversation to deliver personalised advice that help clients truly relate. 

· The importance of training, teamwork and regular meetings in building a successful team of advisers.

 · Key learnings for advisers looking to become self-employed or start their own financial services organisation.

n this episode of Just Covered, we invite Fraser Kerr, Regional Director of Scotland for abrdn. During this insightful half-hour chat, Fraser charts his career journey, from washing dishes to his current senior financial position, reflecting on the key pearls of wisdom he now imparts as a leader to his team. His relentless focus on a people-first approach to financial planning is inspiring – seeing advisers as a source of clarity and peace of mind for families amidst turbulent market conditions and often-testing life events. We thoroughly recommend a listen…

This episode also covers:

· The importance of using cashflow modelling to bring your financial advice to life.

· How to balance client needs with their emotional capacity for loss to provide the most effective advice.

 · The best, and most empathetic, stage to bring financial solutions or products into the adviser-client conversation.

In this episode of Just Covered, we meet Phil Jeynes, Director of Corporate Strategy at Reassured. Phil is a well-recognised and respected protection expert with more than 20 years’ experience. During our thoughtful chat, he reflects personally on the change he’s seen across the industry, particularly around emphasis for ongoing customer care and how training has evolved. He also talks about his health scare, with cancer, and the financial and emotional piece of mind that critical illness cover was able to offer him at an extremely challenging time. 

This episode also covers: 

· The evolution of protection sales, from sometimes aggressive and shocking tactics, to consultative and empathetic longer-term approaches. 

· The importance of early and ongoing communication around protection policies to provide maximum benefit to the customer. 

 · The changing culture around accepting and discussing mental health issues and the financial and emotional burden of being either mentally or physically ill. 

In this episode of Just Covered, Hazel and Wayne invite Legal & General Performance Manager, Barry Kellegher. Unlike many, Barry has a unique perspective on customer protection, having been on both sides of the fence. He talks honestly about how his personal health crisis has transformed his outlook on life, death and critical illness cover. And most importantly, he opens-up on how he now views the value of his own work, including how it informs the advice he gives to other people. It’s a touching, thought-provoking insight.  

This episode also covers:

· Life insurance and critical illness cover and the emotional relief they provide to customers and their families during otherwise challenging times.

· Helping clients prepare for the unthinkable and having difficult discussions, while still delivering exceptional and empathetic service.

· The importance of encouraging your customers to talk about their lifelong aspirations and goals, as well as their long-term wishes for family, as part of holistic financial advice.