When approaching the subject of protection with clients, it’s important to consider the perception your client holds over their level of financial resilience and how this might impact the conversation. Financial resilience is a concept we explore closely within our Reaching Resilience report. In our survey, we saw that 7 in 10 workers would rank themselves to be “financially resilient” or “very financially resilient”. In the rest of our report, we very quickly uncovered this theme of an optimism bias which plays throughout the research. So, if your client holds these assumptions about their financial security, how can you be prepared to handle what I call “unqualified objections”? “I would be able to rely on other sources to get by.” When asked what they’d rely on if they couldn’t work because of illness or injury for more than 2 months, the top three responses were savings (47%), occupational sick pay (32%) and partner’s income and savings (19%). As part of a good fact-find, you might already have the information at hand to encounter these objections. You can open the conversation up to handle these objections face on by asking: What would you turn to if you couldn’t work because of illness or injury? “It would only impact me.” Your client might not explicitly hold this assumption, but another insight from our research demonstrates the wider impact a loss in income has. The average UK worker has 3 people who rely on their income. In this year’s research, we included pets into the fold, and found that an additional 29% also have a pet that depends on them for food, shelter, and general wellbeing. It’s likely to be something that crops up 14 SPRING PROTECT NEWSLETTER Carl Heard National Account Manager LV= Overcoming “Unqualified Objections” to Protection
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