Name: Ep 9 - Referring your protection business
Start: 2023-08-16T13:09:00Z
End: 2023-08-16T13:09:40.000Z
Location: BrightTALK
Rating: 5

We're here to provide the expertise that helps you and your business grow. Find our full range of webinars, including expert talks and educational videos, designed to support your protection conversations with clients.

We are excited to bring to you an extended "Technology Special" The world of technology has an ever-changing landscape and evolves at such pace so how can advisers keep abreast of the tools which can enhance their role, their customer service and provide them time to advise on protection? James Adams, Director of My Simple Mortgage and Thora Kehoe Chief Product Officer at Smartr365 spent time with Wayne and Hazel to uncover some of the truths around using technology in our industry, how it can enhance customer relationships, help keep advisers the right-side of compliance and drive efficiencies. All these aspects are key to running a successful business and in turn, provide extra time to provide great advice to our customers. 

In this episode James shares how he has embraced and incorporated technology into his business and Thora shares some of the key facts’ advisers should keep to mind when looking at adding technology enhancements to their strategy. This episode is a must for any adviser considering how they can utilise technologies within their business.     

We cover:
- James’s journey to adding technology in to his business and some of the challenges and learns along the way
- The reasons why technology could help keep your business compliant especially in the new world of Consumer Duty. 
- What a “data prisoner” is and how to avoid becoming one
- The questions to ask of a technology provider before committing to add them to your business strategy
- Some of the ways James’s team use the extra time that technology provides them and why this helps create a successful environment for advising on protection

If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to hazel.johnston@landg.com. Please also get in touch with any topics you would like us to cover on this podcast.

Ep 11 – Embracing and incorporating technology into your business

With 60% of businesses stating they’d cease trading within 12 months of losing a key person and 75% of businesses having some form of borrowing*, there is a clear need in the market for business protection advice. This is where Nathan Ansell comes in, owner of Hend Consulting Ltd. Nathan set up Hend Consulting Ltd just under 5 years ago to specialise in business protection. 
In this episode Wayne and Hazel explore Nathan’s journey into the business protection market and what he has learned along the way from the challenges he has faced. If you are looking to expand your business protection sales or generate leads within this market, Nathan expertly shares how he does this and why he feels giving this advice is imperative to achieving good client outcomes.   

We cover:
- Nathan’s journey in to specialising in Business Protection and how he has grown his business in this area
- The different Business Protection client types and how to approach them
- How Nathan generates leads and demonstrates the need for multiple products to his clients 
- What to look out for within a fact find to support Business Protection recommendations

If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to hazel.johnston@landg.com. Please also get in touch with any topics you would like us to cover on this podcast.

*taken from Legal and General State of the Nation research 2021

Ep 10 – Business Protection: The journey to growing your business in this sector

Hear from our Care Concierge Business Manager on how your clients can make the most out of the free service

Care Concierge webinar

Find out what users of the service have to say about Care Concierge

Care Concierge customer testimonials

Care Concierge  gives your clients access to a free confidential telephone advisory service to help them understand, find and fund later life care most suitable to their needs. This video helps explain the free service offered to your clients.

Care Concierge explained

Quick overview of how to ensure your individual contact preferences are set correctly to receive updates on your pipeline

Setting your individual preferences

Quick overview of how to ensure your global contact preferences are set correctly to receive updates on your pipeline

Setting your contact preferences

An overview of how to fill in and complete an trust form within OLPC

Completing a discretionary trust

Quick guide on how to get started on doing a quote on OLPC

How to get a quote in OLPC

An overview of how to view and access documents within OLPC

How to access documents in OLPC

With consumer duty coming down the tracks, it is essential for advisers to start planning how they will bring protection into their conversations especially when we consider the cross-cutting rule “Avoid foreseeable harm to retail customers”. 

But what if you are an adviser who doesn’t have time? What if you haven’t sold it for a while? What if you don’t have access to a range of products? In this episode, Hazel & Wayne are joined by Steve Johnson and Nic Hopkins the owners of Real Life Advice, who may just have the answers! 
Nic and Steve used their background in sales, training, and development to set up Real Life Advice, a protection firm providing advice to clients on all of their protection insurance needs. 

We cover:
- Nic & Steve’s journey to setting up their business 
- What they believe has been key to their success
- How Nic & Steve ensure clients get a streamlined and consistent service  
- The benefits in using a protection specialist for your clients protection needs 

If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to hazel.johnston@landg.com. Please also get in touch with any topics you would like us to cover on this podcast.

Ep 8 - Bringing protection into your conversations

It’s episode 7 and Hazel and Wayne are joined by Neil Bohan, Principle and adviser at Personal Touch Kent and what a conversation it is! This episode is bursting at the seams with superb one-liners which can quickly generate client trust and loyalty when it comes to building rapport and advising on products. Neil shares with us some of his best kept sales secrets and gives such an honest insight in to why he feels protection is a must have conversation when it comes to financial planning and mortgage advice.

As professionals in the financial industry, we can sometimes let our own mindset and assumptions get in the way and Neil talks through how he overcomes this and why he feels every single client needs to be giving the opportunity to take out protection. 

We cover:
- Neil’s secrets to protection success and sales tips
- How Neil brings up the subject of protection in every single conversation no matter the scenario whether that be remortgage, product transfer, new purchase or financial planning
- The benefits and importance of continuous client relationships and how to retain your customer base with one simple phrase

If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to hazel.johnston@landg.com. Please also get in touch with any topics you would like us to cover on this podcast.

Ep 7 - How to quickly generate client trust and loyalty

Dave explains how a pay out on his critical illness cover policy eased the pressure of his prostate cancer diagnosis.

Dave's story

Barry explains how a pay-out on his critical illness policy allowed him and his family to focus on what’s important following a brain haemorrhage.

Barry's Story

In this episode Wayne and Hazel are joined by not one but two fantastic guests – the founders of Bates Wilcox, Natalie and Charlotte. They came together to establish Bates Wilcox in 2019 just before the pandemic, and in this episode we hear how they have taken the New Build mortgage world by storm. 

Charlotte and Natalie share with us their clear passion for creating a sustainable work-life balance for both themselves and their team, whilst maintaining an exemplar level of service to their clients and stakeholders within the New Home world.   

In this episode we cover:
-- Why both belief in yourself and your product are everything
-- How to create a sense of balance when it comes to managing client expectations and giving yourself time for your lifestyle
-- Medical underwriting up front – yes really! 
-- Using disclaimers and their importance within the advice process

We loved chatting with Natalie and Charlotte, and we're sure you'll agree that this is a hugely valuable episode for anybody within the financial services sector. 

If you are experienced in financial planning, mortgage or protection advice and feel you have a story to tell, please reach out to hazel.johnston@landg.com.

Ep 6 - Advice: it's all about confidence in your product

We often talk to clients about diversifying their investments, and as advisers, we are often asked about a diverse range of products. But how often do we consider diversifying our own business strategy? Nicola McKenzie, Co-Founder of Dunham McCarthy, DM Mortgages and MyLastWill.co.uk (to name a few!) shares how she has done just that. Nicola also shares how she will continue to do this in the future by considering all aspects of a customer’s financial needs as well as the use of online tools and platforms.  

A powerful female force and true motivator in the industry, Nicola talks through how she feels that passion and process are two essentials for success when it comes to growth within financial services, whilst doing the right thing for your clients.  

In this episode we cover:
• Why diversification of offering is a great strategy not only for your business but how it also helps provide robust, holistic advice to your clients
• Why passion + process = power 
• Our thoughts on the opportunity to protect renters and what we can do to educate this largely untapped area of the market
• How Nicola’s business covers all aspects of a customer’s needs from will writing through to mortgages and beyond

Please find some support materials relevant to this episode in the attachments section.

If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to hazel.johnston@landg.com. Please also get in touch with any topics you would like us to cover on this podcast.

Ep 5 - Diversifying your own business strategy – how often do you consider it?

Putting customers at the centre of what we all do is something that we all aim for and, as we move through 2023, it’s key that we’re able to demonstrate our pathway to the requirements coming in as part of the FCAs Consumer Duty. As always, our Compliance Director session is an opportunity for us to share our thoughts in this area and how this is a great time for us all to serve customers better and also highlight the tools that advisers have available to them in terms of support

This session takes the opportunity to cover the following agenda points:
•    Introduction to the session and setting the scene
•    Consumer Duty – an update and the outlook for 2023•    Distribution Quality – how we can help businesses thrive in 2023
•    Q&A
These sessions are designed to assist you in verifying your own procedures, to provide an opportunity to ask questions and clarify understanding based on our collective interpretation of FCA requirements. 
Once again we hope you'll enjoy this session around what are currently hot topics within our industry.

Compliance Directors Session: Our duty to put consumers and compliance first

Ep 4 - Recommending Business Protection

Ep 3 - "It’s all about the client, not about you…"

Ep 2 - Building financial resilience in a cost of living crisis

Ep1 - Can social media help you prepare for consumer duty?

Just Covered

If you’re an adviser looking to refer your protection business, this episode is the one for you! With a background in financial advice himself, almost 10 years ago Dale saw a clear gap in the market for a protection specialist firm to assist advisers with the protection conversation. 
In this episode Wayne and Hazel are joined by Dale, owner of Pure Protect and Stonebridge Protect to explore what key skills are required when it comes to creating great protection referrals instead of it being a tick box exercise. During filming we were faced with the challenge of noisy building works outside and despite this, Dale gives some fantastic insights in to what advisers can be doing ahead of the consumer duty coming in to force at the end of this month. 

We cover:
- The risks advisers face if they don’t review their protection process ahead of the new consumer duty rules coming into force
- What are the elements that go in to creating the perfect protection referral?
- A claim’s story which could have been very different had the customer not been seen by a specialist 
- What makes a good protection adviser
- The commercial benefits of partnering with a protection specialist 

If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to hazel.johnston@landg.com. Please also get in touch with any topics you would like us to cover on this podcast.

Ep 9 - Referring your protection business

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Ep 9 - Referring your protection business

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