Income protection (IP) can be more difficult to recommend compared to other types of cover. Clients think it won’t happen to them and for many advisers, critical illness and life insurance are perceived as the ‘easier’ sale.
Chris Nicolaou is a financial adviser and shares his tips and advice on how to handle common client objections against taking out IP.
An adviser’s perspective on how to successfully recommend IP
There are a number of common client objections against IP, ranging from:
- “It won’t happen to me”
- “I can’t afford it”
- “The state will look after me”
- “I get employer sick pay”
- “Those policies don’t pay out”
- “I’ll get by”
- “I don’t need IP if I have critical illness cover and life insurance”.
Watch this video to find out how Chris overcomes these typical barriers to successfully recommend IP.
At LV=, we’re committed to helping advisers successfully recommend income protection alongside critical illness and life insurance, ensuring all eventualities are covered.
Visit our website for more support on how to handle client objections, as well as the options available to bring down the cost for a menu of protection products.
