Let's Talk Income Protection

• Consumer Duty is Changing How We Protect Clients Forever

  Consumer Duty regulations are reshaping protection advice by shifting the industry from box-ticking compliance to a genuine focus on client outcomes. This shift enables advisers to deliver more meaningful, goal-oriented conversations about financial security.Keith Richards from the Consumer Duty Alliance joins us to discuss how things are shaping up 2 years on, before we get an adviser's view from Jiten Varsani from FortyOne Money Key learnings from this episode: • Consumer Duty represents a transformation from prescriptive, rules-based regulation to outcomes-focused approaches• Keith Richards explains how the Consumer Duty Alliance provides free self-assessment tools and resources for advisors• Vulnerability considerations have expanded beyond permanent conditions to include temporary circumstances requiring additional support• Claims handling is improving with streamlined processes, digital signatures, and dedicated support contacts• Cross-referrals between protection specialists and wealth advisors are increasing to provide holistic financial planning• Documentation now focuses on evidencing client outcomes rather than just product recommendations• Consumer Duty encourages advisers to break complex advice into manageable, client-friendly segments• The Protection Alliance is being developed to support protection specialists specificallyTo claim your unstructured CPD and learn more about Consumer Duty, visit consumerduty.org for free tools and guidance. Register now for Income Protection Action Week 2025, running 22nd September, at iptf.co.uk.📣 Send the podcast your questions, thoughts or advice to feature on a future episode via: Voice notes via SpeakPipeOr email [email protected] 📣 For More Education, Collaboration and Insight: IPTF WebsiteIPTF on LinkedInIPTF on YouTubeIP Task Force on InstagramProduced and edited by SEA Studios

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• Cover that Fits – Comprehensive Protection Built on What Matters – Menu & Multi-Benefit Plans

  In the latest episode of Let’s Talk Income Protection, Matt and Stevie dive into the rise of menu plans. More advisers are recommending combinations of products like life, critical illness, and income protection together. To help us dive into this topic this month, we’ve got two fantastic guests joining us today, firstly Zoe Mears from iPipeline to dig into what the latest data is telling us about trends in this space and then we speak to Gemma Sawyer from Switch Financial Services to get a real-world view from the adviser side.  Income protection usage is growing significantly, with multi-benefit plans showing a strong upward trend as advisers deliver more comprehensive protection recommendations to clients. Listen now to learn more about:  • How income protection sales up 15% year-on-year, with even stronger growth in multi-benefit structures • Why multi-benefit plans now account for 33.7% of all applications through iPipeline • Why income protection now features in half of the top 10 multi-benefit combinations, up from 30% last year • How short-term income protection with 4 and 13-week deferred periods dominates multi-benefit plans📣 Send the podcast your questions, thoughts or advice to feature on a future episode via: Voice notes via SpeakPipeOr email [email protected] 📣 For More Education, Collaboration and Insight: IPTF WebsiteIPTF on LinkedInIPTF on YouTubeIP Task Force on InstagramProduced and edited by SEA Studios

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• The Adviser's Guide to Building a Personal Brand in the Digital Age

  In the latest episode of Let’s Talk Income Protection, Matt and Stevie dive into a topic that sparks a lot of opinions — social media. Whether you love it or avoid it, one thing’s clear: it’s not going anywhere. For advisers wanting to grow their brand and reach more clients, it’s time to get on board.To guide us through the landscape, we’re joined by two experts who live and breathe this stuff: Rosalia Lazzara and Ash Borland.Social media has become the new currency of visibility for financial advisers. Done well, it helps you build trust, stay top of mind, and attract your ideal clients — all without it becoming a full-time job.Listen now to learn more about:• How social media should be part of a bigger business strategy, complementing referrals and networking• Why people buy from those they know, like, and trust – social media accelerates this process• Analysing your CRM to identify your most successful client types before posting content• Focusing on one platform where your ideal clients spend time before expanding• Why personal branding doesn't mean sharing private details – it means being personable and authentic• How video content creates "parasocial relationships" where potential clients feel they know you before meeting• Why niche marketing differs from niche product–market to a specific audience but serves anyone who needs your solutions• Why consistency matters more than trying to be different or creative• Why you shouldn't over-edit videos – simple, authentic content builds more trust than over-produced content• Why you should batch create and schedule content to maintain consistency without daily pressure📣 Send the podcast your questions, thoughts or advice to feature on a future episode via: Voice notes via SpeakPipeOr email [email protected] 📣 For More Education, Collaboration and Insight: IPTF WebsiteIPTF on LinkedInIPTF on YouTubeIP Task Force on InstagramProduced and edited by SEA Studios

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• Vocational Rehabilitation: The Missing Link in Income Protection - A 7 Claims Story

  In this episode, Matt and Stevie take a deep dive into vocational rehabilitation, a crucial but often overlooked part of the claims journey. This episode forms part of the IPTF’s ‘7 Claims Stories’ series and explores how tailored rehab support can transform a person’s recovery after illness or injury. They’re joined by Phil Deacon, who leads the project, alongside vocational rehab consultant Monica Garcia and protection adviser Charlotte Rogers, who each bring a unique perspective on helping people get back to work with confidence and care.Vocational rehabilitation plays a transformative role in people's lives by supporting individuals with health conditions and disabilities to stay in work, return to work and sustain employment. This missing link in the recovery journey helps bridge the gap between medical treatment and a person's ability to perform their specific job functions.Listen now to learn more about:• How vocational rehabilitation consultants assess both physical and cognitive demands of roles to create bespoke return-to-work plans• Common mental health conditions, musculoskeletal problems and cancer are the top three reasons for income protection claims• How only 45% of the working population has access to occupational health support• Why proportional benefit allows claimants to gradually increase working hours while maintaining some financial support• How self-employed individuals are particularly vulnerable without workplace support structures• Why the biopsychosocial model helps identify who needs additional support to return to work• How early intervention significantly increases the chances of a successful return to work• Why a 12-18 period off work means chances of returning "fall off a cliff"• How advisers should encourage clients to notify insurers early, even with longer deferred periods• How claims assessors need better training to identify when vocational rehabilitation could help• How the industry could learn from countries like the Netherlands, the USA and Australia, where employers play a more active role• How approximately 300,000 people leave the workplace yearly due to health conditions• Why over 8.2 million people currently live with work-limiting health conditions in the UKLinks from the episode:For more information, visit the IPTF website at iptf.co.uk, check the Chartered Institute of Insurers' Guide to Income Protection, or explore the Vocational Rehabilitation Association website.📣 Send the podcast your questions, thoughts or advice to feature on a future episode via: Voice notes via SpeakPipeOr email [email protected] 📣 For More Education, Collaboration and Insight: IPTF WebsiteIPTF on LinkedInIPTF on YouTubeIP Task Force on InstagramProduced and edited by SEA Studios

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• Unlocking Business Protection

  In this episode, Matt and Stevie get down to business...business protection that is! A very technical episode featuring three interviews based on different levels of expertise in the space with guests Tara Cohen, from The Mortgage Centre Direct and one of the IPTF's new 7 Advisers, Nathaniel Lee from Business Protected and from L&G, Dave Butler. Business protection represents a massive gap in the UK market, with just 1% of protection sales despite a £1.35 trillion opportunity, because nearly every client you speak to is likely connected to a small or medium-sized enterprise that needs protection.Listen now to learn more about:• How business protection covers key person protection, shareholder/partnership protection, and business loan protection• How employee benefits like executive income protection and relevant life policies offer tax-efficient solutions for businesses• How new advisers should build confidence by understanding business protection language and leaning on BDMs for support• How executive IP offers higher benefit levels (80%) than personal IP (60%) to account for tax when paid through payroll• How business owners need education about protection options, as many are unaware that these solutions exist• How specialist business protection advisors focus on educating clients first, rather than immediately selling products• Why understanding tax implications is crucial when recommending business protection products• Why any advisers unsure about business protection should: "Write it or refer it" - don't let clients miss vital protectionLinks from the episode:Visit the IPTF website to access new advisor tools, including underwriting guides, calculators and a glossary of IP terms.📣 Send the podcast your questions, thoughts or advice to feature on a future episode via: Voice notes via SpeakPipeOr email [email protected] 📣 For More Education, Collaboration and Insight: IPTF WebsiteIPTF on LinkedInIPTF on YouTubeIP Task Force on InstagramProduced and edited by SEA Studios

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