Angela Davidson: What helps and what hinders the protection conversation

Protection has never been, and never will be, an easy conversation. Asking clients to seriously contemplate the potential pitfalls that the future may hold for them has its challenges; asking them to pay for a policy to mitigate the potential consequences, even more so. Helping advisers to have ‘easier' conversations around protection has been my passion for many years and consequently I've long questioned some of the words and phrases we commonly use in our industry. Here are a few examples of words I believe can hinder our conversations and some alternative ways to phrase things ...