Different firms take very different approaches to protection — from full needs analysis to a brief signpost. There is no single right model, but there are patterns that seem to lead to better outcomes for clients.
Questions to open the discussion:
- How is protection discussed within your process — early, late, or embedded throughout?
- What changes have you made recently that improved client engagement with protection?
- Where does the conversation still tend to break down?
Practical process detail is welcome. Please avoid presenting an Adviser Forum view as regulatory guidance.
One request before you reply: please describe what you have actually seen rather than what is generally said to be true. Broad claims about what advisers think are far less useful than a specific, anonymised observation, and firms should always take their own compliance view on anything discussed here.