Income protection is widely described as the most valuable cover for most working clients, and it remains the least frequently written. The gap between professional consensus and actual placement is unusually wide.
This matters because the risk being insured — loss of earnings — is the one most likely to occur, and because the reasons for low uptake are as much about how the conversation is structured as about price.
Discussion questions:
- Where does the income protection conversation usually stall in your experience?
- Has changing the order or framing of the discussion made a measurable difference?
- Which product features cause the most confusion for clients?
Anonymise all client detail and avoid recommending specific products or providers.
Adviser Forum publishes prompts like this to open professional discussion, not to set out a position. Contributions carrying practical detail are the most valuable, provided they contain no client information, no regulated advice and no confidential material belonging to your firm or a third party.