Professional skills: why protection should be introduced at discovery

After years of coaching advisers, I have seen the same issue appear again and again. Most advisers wait far too long to introduce protection. It is not because clients do not need it. It is not because protection is complicated. It is because advisers feel awkward, unprepared or worried about sounding sales focused. The industry has normalised this hesitancy to the point where many advisers feel safer talking about insurance only once the mortgage has been agreed. But here is the reality I see play out every single day. If you introduce protection too late, you have already lost...