The side of the desk

Protection and mortgages

Cameron Roberts
clock • 5 min read

Cameron Roberts, editor, COVER, asks how protection can move from the side of the desk to centre stage when advising on mortgages.

For many consumers, including yours truly, the first time they take out a mortgage will be the first time they are told about the world of protection. This initial conversation is vital for engagement from customers and bridging the protection gap. If this is the case, why is the rhetoric surrounding mortgage advisers and protection so negative? The reasoning for many is that protection exists as an "additional product" that is often sold as a bolt on to mortgages, rather than standing on its own merit in the conversation. This approach can lead to improper cover, or the client not be...

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