The key to making a conversation feel personal is to talk to that instinct of wanting to make sure their family would be looked after should the worst happen. To bring the conversation to life, consider asking your clients: “If you couldn’t work for six months, what would you want life to look like for your children?” This can help to focus the conversation on the kids, not the cover, and get your clients to consider who else relies on their income. 9 Parents of older children Then we’ve got parents of teens and young adults. Many are still financially supporting children for longer. Whether that’s through sixth form, university, apprenticeships or that first step onto the property ladder. Let’s explore what the research shows us about this group: • 1 in 4 have less than £1,000 in savings. • 30% would like to have critical illness cover in place. Consider asking your clients about the impact to significant milestones in their child’s life. For example, “If your income took a hit, would your child’s ability to get by at university be impacted?”. You can also reinforce your recommendation by bringing to life the additional peace of mind offered through protection: “Let’s look at children’s cover that runs until your youngest is through education or started their career.” SAVINGS
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