Protection remains under-sold across the profession, and the objections advisers hear are broadly familiar — cost, trust in insurers, competing priorities and a belief that cover is not needed. What is less clear is how these objections are shifting.
Some starting points:
- Which protection objections come up most often in your current conversations?
- Have any of them changed shape in the last year or two?
- Which responses have you found most effective, when handled honestly?
Anonymise any client detail. General patterns and thoughtful responses will help newer advisers most.
This thread is an editorial prompt from Adviser Forum. Please answer from your own experience rather than on behalf of the profession, avoid presenting any response as regulatory or legal guidance, and strip out any detail that could identify a client, a case or an individual member of staff.