Just Covered

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. 

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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.

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Ignite - Ignite | Mortgage Technology | Legal & General

In this special episode of the Just Covered Podcast, our hosts Hazel Johnston and Wayne Holcombe are joined by Mike Jones, adviser at Mewstone Later Life. 

During the conversation, Mike discusses the latest product innovations in the later life lending space, and how advisers can use them to better support clients and provide them with a more bespoke service. He also reflects on the importance of consumer duty and how advisers can build trust with clients by ensuring they are well supported and informed of the implications of products over the client's lifetime. 

This episode also covers: 

• Mike's career experience to date, including his beginnings in retail banking and move to mortgage advice 
• Understanding the evolving later life market, and the challenges and opportunities for clients and advisers 
• The importance of a personal and client-centred approach when advising and educating clients, building a lifelong relationship built on trust

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In this episode of the Just Covered podcast, Hazel and Wayne meet Monica Bradley, award-winning mortgage adviser and owner of Monica Bradley Associates. During this chat, she sets out the unique vision and ethos behind her firm, including her persistent emphasis on strong leadership. She also explores her approach to having a specialist team which ultimately enables each adviser to reach their maximum potential while delivering exceptional client outcomes. 

 This episode also covers:

· Understanding the financial adviser’s role as a lifelong partner to clients by helping them plan appropriately for unexpected events and navigate challenges as they arise.

· The importance of truly caring for your clients and effectively preparing teams so that they’re able to confidently and compassionately ask tough questions.

· How to keep clients regularly informed and engaged with the evolving financial landscape and the best channels, approaches, and communications tools for doing so.

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Ignite - Ignite | Mortgage Technology | Legal & General

In this episode of the Just Covered podcast, Hazel and Wayne meet Senior Financial Consultant, James Hindley from Embrace Financial. During the conversation, James reflects on a lifetime selling protection and critical illness cover - including how he harnessed his skills, knowledge, and adept understanding of the industry. He also discusses his entry point into financial services starting in sales, what’s changed over the years, and the continued power of storytelling, compassion, and empathy in offering meaningful, holistic advice to customers.  

 This episode also covers:

• How to take customers on a personalised, memorable journey by incorporating tangible stories and relatable value-added advice, based on different demographics and needs, while also meeting expectations around Consumer Duty.
• The importance of ongoing learning and continuous improvement for staying afloat in an evolving financial and legal landscape.
• Changing attitudes towards protection and critical illness cover, and how growing awareness around mental health and wellbeing is affecting uptake in advice services. 

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Ignite - Ignite | Mortgage Technology | Legal & General

In this episode, Hazel and Wayne had the privilege of speaking with Beth, a Legal & General colleague who shared her heartfelt and poignant story about her husband Pete's battle with cancer and his unfortunate passing last year. Beth discussed the importance of having insurance, specifically critical illness cover, and life insurance, and how it impacted her family during such a challenging time. 

We also cover;

• Financial flexibility and choices that having insurance provides. 
• The importance of mental health support, and the need for open conversations about insurance and its long-term impact.

Overall, Beth's experience sheds light on the lasting effects of illness and loss, the need for comprehensive insurance coverage, and the ongoing support required for individuals and families facing such challenges. Thank you, Beth, for sharing your story.

You can also watch Pete’s story here - https://www.legalandgeneral.com/adviser/protection/adviser-toolkit/our-claims/case-studies/people-stories/#pete 

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Ignite - Ignite | Mortgage Technology | Legal & General

In this episode of the Just Covered podcast, Hazel and Wayne are joined by Chartered Financial Planner, George Laidlaw from Gilson Gray Financial Management. George shares his inspiring journey from working in the banking industry to where he is now and why it was important to him to achieve Chartered status despite raising his young family. Throughout George’s career he has adapted how he brings the topic of protection into his client conversations through the use of cashflow modelling and we loved exploring this with him. 

This episode also covers;

•  Building professional connections with law firms, allowing both parties to offer comprehensive services to their clients, covering both financial planning and legal advice. 
•  Goal-based planning, aligning protection with clients' overall financial goals, rather than viewing the protection conversation as a disturbance or a negative aspect of the fact find
• The importance of building a community of peers in the industry. George emphasises the value of learning from others and staying connected with fellow advisors. By sharing knowledge and experiences, advisors can enhance their skills and provide better service to their clients. 

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Ignite - Ignite | Mortgage Technology | Legal & General

Special: Divorce after 50: pensions and property

In this special episode of the Just Covered Podcast, our hosts Hazel Johnston and Wayne Holcombe are joined by financial planner and pensions expert, Fiona Tait, and mortgage broker and later life lending adviser, Manjit Kaur.

It starts with advice, and it starts with you.

When property and pensions are your client’s two largest assets, of course, it makes sense to approach them with caution and understand the bigger picture. Our experts, Fiona and Manjit, give their take on pensions and property in divorce, and how the role of an adviser can help to secure the best outcomes for clients going through later life divorce.

In this episode we cover;

• The importance of broadening your professional network
• Why no two clients are the same
• The value of advising clients earlier on in the process

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Ignite - Ignite | Mortgage Technology | Legal & General

In this episode of the Just Covered podcast, Hazel and Wayne are joined by Sam Oakes from Financial Planner Life, where they reflect on the past year and discuss their goals for the new year. They also talk about the importance of checking in on colleagues and clients, and the power of asking the question "How are you out of 10?" to gauge someone's well-being. 

This episode also covers.

-       The Power of Connection: We explore the significance of advisors being able to connect with each other, their families, or join support groups like talk clubs. 

-       Self-appreciation and Improvement: Our conversation also delves into the importance of taking the time to reflect on personal well-being and professional growth. 

-       The Power of Talking and Listening: We discuss the power of communication in boosting mental fitness. 

Useful Links

-       Umbrella Benefits

-       Business Protection

-       Mental health charities 

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Ignite - Ignite | Mortgage Technology | Legal & General

Happy Podcastiversay! We are so thrilled to be reaching the one-year anniversary of our podcast. It’s been an amazing journey filled with insights, opinions, and stories from advisers across the country. So thank you to all of those involved, and for making our first year a roaring success! 

In this Christmas special episode of the Just Covered podcast, host Sam Oakes takes over as the interviewer and is joined by Hazel and Wayne, the usual hosts. They reflect on the past 12 months and discuss how the podcast has helped them in their jobs. 

Also covering 

• The last year of top tips 
• Stand out moments of 2023
• What you can expect from 2024

Special Thanks to all our amazing guests, hosts, production team and to you, our listeners! 

We look forward to what 2024 brings and to continue providing an authentic and raw experience, where guests share honestly and openly, allowing listeners to learn and potentially make changes in their own businesses.

If you feel you demonstrate brilliant customer outcomes and got your own story to share? Contact [email protected] if you are interested in appearing on our podcast 

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Ignite - Ignite | Mortgage Technology | Legal & General