The importance of the fact find
If you want to have better protection conversations, you don’t need to overhaul your process. You just need a few easy wins, small shifts that make a big difference, without adding time to your appointments.
Here are three practical changes you can implement right away.
1. Add one simple ‘life happens’ question
Try asking:“What would the financial impact be if you or your partner had to take time off work unexpectedly?”
This single question uncovers risks, opens the client’s eyes, and creates a clearer path to discussing income protection or accident and illness cover.
2. Review sick pay and savings together
Ask about employer sick pay, then follow with:
“How long would you be able to manage if your income stopped?”
Placing these two realities side by side helps clients recognise the gap, without you needing to convince them.
3. Use real life examples to bring the conversation to life
A simple scenario like:
“According to the Everyday Risk Report, 1.3 million hospital admissions in the UK were caused by everyday accidents: like falls, trips, bumps, food poisoning or transport incidents*. How would you be able to cope if you needed time off work due to an everyday accident?’
It’s a powerful way to show clients that the risks are real, common, and often completely unexpected, and that the conversation isn’t about “what if,” but “when life happens, would your income keep up?”
