What if the biggest mistake advisers make isn’t recommending the wrong protection product… but starting with protection at all?

In this episode of Let’s Talk IP, Stevie and Matt explore why clients rarely arrive with a clear financial goal, and why uncovering what they’re really trying to achieve is one of the most important skills an adviser can develop.

From home ownership and retirement plans to family security and future aspirations, they discuss how income sits at the heart of almost every financial plan, whether the client realises it or not. They also look at why protection conversations become easier when they’re linked to outcomes people genuinely care about, rather than product features and policy mechanics.

This episode is a reminder that clients don’t buy income protection because they want a policy. They buy it because they want to protect the future they’re working towards.

If you’ve ever struggled to make protection feel relevant, or found yourself talking features before understanding what really matters to the client, this episode will help you approach those conversations differently.

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Produced and edited by SEA Studios