Let's Talk Income Protection

How do you respond when a client says, “I’m fit and healthy, I won’t need income protection”? In this episode of Let's Talk Income Protection, Stevie and Matt tackle some of the most common objections advisers hear, from clients believing their employer will look after them to relying on savings, cutting back on spending, or simply thinking they’ll never need to claim. They explore the assump...

What if better income protection conversations aren’t about knowing more products, but about having a better structure? In this episode of Let’s Talk IP, Stevie and Matt bring together many of the season’s themes into a simple, repeatable three-step framework advisers can use in everyday client conversations. They look at how to agree the client’s goals and non-negotiables, stress-test the income...

How do you have a great protection conversation with someone who’s already sceptical before you’ve even started? In this episode of Let’s Talk IP, Stevie and Matt explore why many clients don’t resist income protection itself; they resist the way it’s been presented to them in the past. Whether it’s feeling pressured, overwhelmed by jargon, or having protection bolted onto the end of a recommendat...

Why does the price of income protection so often become the whole conversation? In this episode of Let’s Talk IP, Stevie and Matt explore why many price objections are created long before a quote is ever presented. They look at how advisers can unintentionally trigger price shock by introducing cost before they’ve established the value of what they’re recommending. Together, they discuss how to po...

What if the biggest mistake advisers make isn’t recommending the wrong protection product… but starting with protection at all? In this episode of Let’s Talk IP , Stevie and Matt explore why clients rarely arrive with a clear financial goal, and why uncovering what they’re really trying to achieve is one of the most important skills an adviser can develop. From home ownership and retirement plans...

What do you do when a client says, “That’s too expensive”?   In this episode of Let’s Talk IP, Stevie and Matt get into one of the toughest moments in an income protection conversation, when the recommendation meets resistance. They explore why advisers can be quick to soften recommendations when cost comes up, often not because it’s the right client outcome, but because discomfort creeps into the...

Why do so many advisers default to short-term income protection… even when the client’s need clearly isn’t short-term? In this episode of Let’s Talk Income Protection, Stevie and Matt unpack one of the most common patterns in protection conversations. Not from a product point of view, but from a behavioural one. They explore why short-term often becomes the default, from fear of price and pushback...

Why do advisers sometimes undersell income protection even when they know how important it is? In this episode of Let’s Talk IP, Stevie and Matt look at the moments where conversations wobble. The price comes up, the recommendation gets softened, or a cheaper option is offered just to avoid an awkward pause. They unpack why this happens, from adviser mindset and fear of pushback to the temptation...

Why do so many income protection conversations fall apart before they’ve even begun? In this episode of Let’s Talk IP, Stevie and Matt dig into the real reasons IP discussions stall, and it’s rarely about product or price. Instead, they explore the psychology behind effective conversations, from mindset and framing to expectation-setting and sequencing. Using real-world examples, they show how goa...

Season 3 of Let’s Talk Income Protection is adviser-first, practical, and coaching-led. This season is a little different...shorter episodes. Less industry chat. More real-world conversations about what actually works when discussing income protection. Co-host Matt Chapman brings field-tested coaching insight, while Stevie Arnoldi challenges it from the perspective of a real client. Together, they...

The Keep Britain Working report lays out a stark reality: the UK is losing working-age people to ill health at scale, and it is impacting households, employers, and the wider economy. In this final episode of Season 2, we unpack what the report says, what needs to change, and why staying connected to work is often better than falling out of it entirely.   Stevie and Matt are joined by three expert...

Consumer Duty regulations are reshaping protection advice by shifting the industry from box-ticking compliance to a genuine focus on client outcomes. This shift enables advisers to deliver more meaningful, goal-oriented conversations about financial security. Keith Richards from the Consumer Duty Alliance joins us to discuss how things are shaping up 2 years on, before we get an adviser's vie...

In the latest episode of Let’s Talk Income Protection, Matt and Stevie dive into the rise of menu plans. More advisers are recommending combinations of products like life, critical illness, and income protection together.  To help us dive into this topic this month, we’ve got two fantastic guests joining us today, firstly Zoe Mears from iPipeline to dig into what the latest data is telling us abou...

In the latest episode of Let’s Talk Income Protection, Matt and Stevie dive into a topic that sparks a lot of opinions — social media. Whether you love it or avoid it, one thing’s clear: it’s not going anywhere. For advisers wanting to grow their brand and reach more clients, it’s time to get on board. To guide us through the landscape, we’re joined by two experts who live and breathe this stuff:...

In this episode, Matt and Stevie take a deep dive into vocational rehabilitation, a crucial but often overlooked part of the claims journey. This episode forms part of the IPTF’s ‘7 Claims Stories’ series and explores how tailored rehab support can transform a person’s recovery after illness or injury. They’re joined by Phil Deacon , who leads the project, alongside vocational rehab consultant Mon...

In this episode, Matt and Stevie get down to business...business protection that is! A very technical episode featuring three interviews based on different levels of expertise in the space with guests Tara Cohen , from The Mortgage Centre Direct and one of the IPTF's new 7 Advisers, Nathaniel Lee from Business Protected and from L&G, Dave Butler .  Business protection represents a massive...

In this month's episode, Matt and Stevie explore the unique role of mutual societies and friendly societies in the income protection market, examining their history, customer benefits, and future growth potential under the new Labour government by speaking to Andrew Morris , CEO of Cirencester Friendly and Nicola Huxley of Sphere Financial Services Listen now to learn more about: • How Mutual...

In this month's episode, Matt and Stevie speak to Rose St Louis from Scottish Widows and Joanna Streames from Velvet Mortgage about the notable gender gap in income protection, the latest research done by Scottish Widows on this subject and the challenges women face in securing their financial futures.  Listen now to learn more about: • The importance of understanding the gender gap in income...

Let's Talk Income Protection is back for Season 2 and we're bigger and better than ever. Bigger episodes, bigger insight and even more Matt Chapman plus a new co-host, Stevie Arnoldi from SEA Studios, the new Content Associate for the IPTF. In this month's episode, we focus on Mindset and Time to Talk Day , the nation’s biggest mental health conversation. It’s a day for friends, fam...

Hey everyone! Let’s Talk IP is back, and this time, we’re taking things up a notch. That’s right—Season 2 is here, and we’ve got some BIG changes coming your way! We’ve refined the format, we’re diving deep into real conversations that matter . We’re still bringing your expert insights on Income Protection , but now we’re exploring one key topic per episode . We’re breaking it down, challenging th...

In this special mid-season bonus episode, guest host producer Stevie is here to showcase Matt's Top Tips from Season 1, episodes 5 to 8. These episodes are jam-packed with excellent advice from regular hosts and "The Protection Coach" Matthew Chapman, so get stuck in and caught up ahead of Season 2. We are also asking for your thoughts for season 2 as well, as we want to make the po...

In this special mid-season bonus episode, guest host producer Stevie is here to showcase Matt's Top Tips from Season 1, episodes 1 to 4 which are jam-packed with excellent advice from regular host and "The Protection Coach" Matthew Chapman. We are also asking for your thoughts for season 2 as well, as we want to make the podcast the best it can be for season 2, please fill out this...

In the Season 1 finale: We speak to Andrew Russell, a mortgage adviser and protection specialist. They discuss the importance of income protection and how to have meaningful conversations about protection with clients. Andrew emphasises the need for financial education and transparency when talking about taboo topics like death and illness. In #AskIPTF this week, we’ll answer some of your burning...

In today's episode We speak to Ollie Basnett from New Homes. Together, we uncover why income protection should be a top priority for clients, especially when purchasing a new home.  In #AskIPTF this week, we’ll be answering some of your burning questions with questions on ASU policies and Executive Income Protection And of course, we finish up with Matt's Top Tips of the Week, covering s...

In today's episode What if you could seamlessly incorporate income protection into every financial plan you develop? Join us on this episode of "Let's Talk IP" as we chat with Sarah Parkin from Hollybeck, a seasoned expert whose journey from TSB Bank to the Mortgage Advice Bureau has made her a passionate advocate for income protection. Sarah shares her extensive knowledge on t...