Show clients the risks of them suffering the following before a specified retirement age:

– being unable to work for two months or more (because of ill heath)

– suffering a serious illness

– risk of death

– likelihood of any of the above happening

Print off a personalised report to give to your client to support your recommendation. You can also save a copy of this to their file (even if they don’t take out an protection) confirming you’ve discussed future expenditure and what would happen if your client’s circumstances suddenly changed.