Selling income protection: Let's just keep it simple

Every pound of lending is a pound that needs protecting. In First Complete and Pink we live by this maxim. Typically, life insurance is always the first thing bought by a client taking out a mortgage, often followed by critical illness cover and only then, if budget permits, they may consider income protection. Whilst protecting a mortgage holder against death or critical illness is recognised and sound advice, we must remember that it's regular income that families are dependent on. If we leave income protection as the ‘last option' we risk leaving our clients exposed to financial...