On day three of Income Protection Action Week (IPAW) 2024, protection experts discussed how advisers can reach difference types of clients, how to anticipate their needs and overcoming client objections, alongside advice on creating social media content.
In recent years, there has been an increase in income protection (IP) sales and a shift in demographic interest towards younger generations, with Gen Z and millennials now making up 72% of IP applications. In terms of the most common occupations of people that purchase IP policies, financial advisers ranked 30th, with financial planners and paraplanners ranking 144th. Kicking off day three of IPAW, the Income Protection Task Force's (IPTF) 7advisers discussed the types of clients they work with, their particular needs and the objections they are used to hearing. On the advantages o...
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