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. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok
Produced and edited by SEA Studios
Holding the Line: Overcoming Cost Objections to Full-Term IP
21/05/2026 | 25 mins.
What do you do when a client says, “That’s too expensive”?
In this episode of Let’s Talk IP, Stevie and Matt get into one of the toughest moments in an income protection conversation, when the recommendation meets resistance. They explore why advisers can be quick to soften recommendations when cost comes up, often not because it’s the right client outcome, but because discomfort creeps into the conversation. More importantly, they unpack how to handle objections calmly, re-anchor the discussion to the client’s goals, and hold the recommendation without sounding pushy or salesy.
This isn’t about persuading clients to take more cover. It’s about making sure any compromise is a conscious client decision, not an adviser assumption made too early. If price objections have ever made you flinch or rethink your recommendation, this episode will help you approach those conversations with more confidence and clarity.
Links from this episode: Industry Conversations - Episode 1: Misrepresentation - Understanding the Rise and Resetting the Narrative - https://iptf.co.uk/industry-conversations/ 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok
Produced and edited by SEA Studios
Short Term or Full Term IP: It’s Not Either/Or
23/04/2026 | 26 mins.
Why do so many advisers default to short-term income protection… even when the client’s need clearly isn’t short-term? In this episode of Let’s Talk Income Protection, Stevie and Matt unpack one of the most common patterns in protection conversations. Not from a product point of view, but from a behavioural one. They explore why short-term often becomes the default, from fear of price and pushback to the temptation to secure an easier “yes”. More importantly, they show how to shift the conversation back to what really matters: how long the client actually needs their income for. This isn’t about saying full-term is always right or short-term is wrong. It’s about making the decision deliberately, based on the client’s situation, not the adviser’s assumptions. If you’ve ever found yourself leading with a shorter-term option without fully sense-checking the need, this episode will help you approach that decision with more clarity and confidence. Links from today’s episode: Protect your everyday – The Building Blocks of Life - The IPTF’s animated consumer video, designed to help advisers explain as part of their regulated advice process, what income protection is and why it matters when an income is lost. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok
Produced and edited by SEA Studios
The Path of Least Resistance: Why Advisers Undersell IP
19/03/2026 | 26 mins.
Why do advisers sometimes undersell income protection even when they know how important it is?
In this episode of Let’s Talk IP, Stevie and Matt look at the moments where conversations wobble. The price comes up, the recommendation gets softened, or a cheaper option is offered just to avoid an awkward pause.
They unpack why this happens, from adviser mindset and fear of pushback to the temptation to take the “path of least resistance”. More importantly, they explore how to hold your recommendation with confidence, handle objections calmly, and keep the focus on what clients actually need.
If you’ve ever felt that moment of hesitation in an IP conversation, this episode will help you recognise it and handle it better next time. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok
Produced and edited by SEA Studios
Why Income Protection Conversations Fall Apart and How to Fix Them
19/02/2026 | 29 mins.
Why do so many income protection conversations fall apart before they’ve even begun?
In this episode of Let’s Talk IP, Stevie and Matt dig into the real reasons IP discussions stall, and it’s rarely about product or price. Instead, they explore the psychology behind effective conversations, from mindset and framing to expectation-setting and sequencing.
Using real-world examples, they show how goal-based advice, income resilience, and better conversation structure can completely change how IP lands with clients. The result is clearer, more confident discussions that feel natural, valuable, and genuinely helpful.
If income protection still feels awkward, clunky, or like the part of the meeting that clients resist, this episode will help you reset the way you approach it. 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on LinkedIn IPTF on YouTube IP Task Force on Instagram IPTF on TikTok
Let's Talk Income Protection is the official podcast of the Income Protection Task Force (IPTF), designed to educate, engage, and inspire financial professionals in the field of Income Protection. We tackle industry challenges, explore evolving trends, and provide practical insights to help advisers better serve their clients.Let's Talk IP is co-hosted by Matthew Chapman, The Protection Coach and Stevie Arnoldi, Content Associate for the IPTF. Join us as we look beyond financial advice, focusing on income protection, a subject often overlooked but undeniably vital for financial resilience.In each episode, Matt, renowned as The Protection Coach, along with industry experts brings his expertise to the forefront, shining a spotlight on income protection. Whether you're a seasoned financial adviser or someone eager to enhance your financial literacy, "Let's Talk IP" is the go-to resource for understanding the importance of income protection in securing a stable financial future for clients. We’re diving deep into real conversations that matter, as well as simple techniques for refining your advice process and increasing your income protection sales.💡 Why Listen?Expert Insights: Matthew Chapman, with years of experience as The Protection Coach along with our expert guests provides invaluable insights and strategies for financial advisers to navigate the landscape of income protection seamlessly.CPD! Each episode contributes to your unstructured CPD total.Consumer Empowerment: Discover the power of income protection in fostering financial resilience among consumers. Learn how this often-overlooked aspect can be a game-changer in uncertain times.Practical Guidance: From industry trends to case studies, each episode offers practical guidance, empowering financial advisers to advocate effectively for income protection.Get your burning questions answered!: Send us your voice notes via SpeakPipe.com/LetsTalkIPPodcast or via email at info@iptf.co.uk 📣 Connect with IPTF:The IPTF exists to raise awareness about the vital role that income protection plays in ensuring financial resilience for policyholders. Stay updated on the latest podcast episodes, up-to-date insight and market data, and insights from other advisers by connecting with the Income Protection Task Force on social media:IPTF LinkedIn🔊 Subscribe and Stay Informed:Don't miss out on the conversation! Subscribe to "Let's Talk IP" to receive regular expert advice and thought-provoking discussions. Be part of the movement to prioritise income protection in financial planning.
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