We’re now rapidly approaching Income Protection Awareness Week, which runs between 12:00 and 13:00 each day from 18th – 22nd September.
All sessions are free to attend, you just need to register for each session and you’ll be emailed a link to join the session just before.
Our overall theme this year is the adviser journey and each day we’ll be looking at a different aspect of the adviser role, identifying the challenges faced and sharing best practices.
Once again, IPAW will see advisers talking to advisers and sharing their experiences but we’ll also be seeking views from right across the market.
Here’s what’s in store:
Monday 18th September: Growing your client bank
https://app.livestorm.co/ipaw/income-protection-awareness-week-growing-your-client-bank?type=light
IPAW will kick off with a reminder of why we do IPAW each year and a view from around the industry of what people are seeing in terms of interest in and sales of income protection. We’ll be hearing from one of our 7Advisers, Hanna McKallip on the challenges she faced getting started as an adviser and what helped her establish a pipeline. We’ll also hear from adviser Kate Stratton on how she set up a referral agreement and how she finds new clients running lunch and learn sessions with local businesses. Finally, our panel discussion will look at establishing an online presence as an individual adviser or brand via a discussion with Caspian Insurance’s Hayley Clucas and Ash Borland from Ash Borland Consulting.
Tuesday 19th September: Preparing for successful client meetings
This session will seek to identify the pre-emptive strikes that advisers can make when preparing to meet clients. We’ll hear from a number of advisers about how they prepare and the information that they ask for before that first meeting. We’ll be interviewing Stacy Penn from the Association of Mortgage Intermediaries about their viewpoint research which has previously highlighted the differences between adviser and client perceptions of meetings. We also have a panel discussion with Primis’ Vikki Jefferies, Charlotte Nixon from Quilter and Nicola McKenzie from Dunham McCarthy which will focus on how to effectively prepare for meetings and opportunities provided by the current context, particularly in respect of mortgage clients.
Wednesday 20th September: Overcoming top IP objections
This session will concentrate on the protection conversation with the client, likely objections and how best to overcome them. Led by Matthew Chapman and Gary Waters who will present a number of approaches also involving role plays with our 7 Advisers to show their advice in action.
Thursday 21st September: Navigating IP Underwriting
https://app.livestorm.co/ipaw/income-protection-awareness-week-navigating-ip-underwriting?type=light
We know that one of adviser’s main concerns when it come to income protection is underwriting. The perception is that it is complicated and time consuming. This session will aim to challenge these beliefs. We’ll hear from advisers about the key questions to ask before getting a quote (including a brief discussion with 3 of our 7 Advi, and we’ll also be hearing from a number of service providers (including UnderwriteMe and iPipeline) who will look to dispel some myths around the impact that medical conditions will have on premiums, and on cover even being offered. We’ll also be aiming to highlight the tools that exist to help advisers through the process. Finally, we’ll also consider the advisers role in claims, and the support available through the process for clients as part of an interview with Monica Garcia.
Friday 22nd September: Providing continuing value for clients
This final day will be live in the studio looking at the adviser’s role once their client in on cover. Our panel of Scott Taylor Barr, Emma Astley and Naomi Greatorex will consider issues such as the importance of regular reviews, annual statements and discussing value-added benefits with clients. We’ll also hear from Hollie Osborne and Andy McKinney from our 7Advisers campaign on the impact that carrying out regular reviews has had for them and we’ll discuss the ABI’s recent research on the take-up of value-added benefits.
