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 position income protection as an investment in financial resilience rather than just another monthly bill, why clients mirror an adviser’s conviction, and how linking protection to a client’s goals changes the entire conversation.

This episode is all about creating value before discussing cost, helping clients understand what they’re protecting, and making price feel like part of the plan, not the headline.

If you’ve ever felt that clients focus on the premium before they understand the purpose, this episode will give you practical ways to change that conversation from the very beginning.

📣 For More Education, Collaboration and Insight:

IPTF Website
IPTF on LinkedIn
IPTF on YouTube
IP Task Force on Instagram
IPTF on TikTok

Produced and edited by SEA Studios

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 to family security and future aspirations, they discuss how income sits at the heart of almost every financial plan, whether the client realises it or not. They also look at why protection conversations become easier when they’re linked to outcomes people genuinely care about, rather than product features and policy mechanics.

This episode is a reminder that clients don’t buy income protection because they want a policy. They buy it because they want to protect the future they’re working towards.

If you’ve ever struggled to make protection feel relevant, or found yourself talking features before understanding what really matters to the client, this episode will help you approach those conversations differently.

📣 For More Education, Collaboration and Insight:

IPTF Website
IPTF on LinkedIn
IPTF on YouTube
IP Task Force on Instagram
IPTF on TikTok

Produced and edited by SEA Studios

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 conversation. More importantly, they unpack how to handle objections calmly, re-anchor the discussion to the client’s goals, and hold the recommendation without sounding pushy or salesy.

This isn’t about persuading clients to take more cover. It’s about making sure any compromise is a conscious client decision, not an adviser assumption made too early.

If price objections have ever made you flinch or rethink your recommendation, this episode will help you approach those conversations with more confidence and clarity.

Links from this episode:

• Industry Conversations - Episode 1: Misrepresentation - Understanding the Rise and Resetting the Narrative - https://iptf.co.uk/industry-conversations/

📣 For More Education, Collaboration and Insight:

IPTF Website
IPTF on LinkedIn
IPTF on YouTube
IP Task Force on Instagram
IPTF on TikTok

Produced and edited by SEA Studios