Protection Conversations That Work

The Protection Gap

The UK has a significant protection gap. Many people are underinsured or uninsured. Your role is to help clients understand risks and make informed decisions about protecting themselves and their families.

Starting the Conversation

• Ask about dependents - who relies on their income?
• Discuss employer benefits - sick pay, death in service
• Explore their concerns - what keeps them awake at night?
• Use statistics meaningfully - 1 in 2 will get cancer

Overcoming Objections

'It won't happen to me' - use statistics and real examples. 'I can't afford it' - compare to other monthly costs. 'I'll sort it later' - explain age impact on premiums. 'I have cover through work' - discuss limitations and portability.

Needs-Based Selling

Focus on the client's specific situation. A single person with no dependents may need different cover than a parent of three. Tailor recommendations to their unique circumstances rather than selling a standard package.