This On-Demand covers estate planning conversations can stall when clients focus on assets, not outcomes. In this high energy session, leading sales coach Matthew Chapman shows mortgage, wealth, and insurance advisers how to position protection products at the heart of every legacy strategy—boosting client value and revenue at the same time. Drawing on real world coaching wins, Matthew reveals proven scripts, behavioural cues, and consultative techniques that turn “maybe later” into “let’s proceed.”
If you’re ready to transform estate planning chats into protection business, this webinar is a must attend.
An interactive Q&A follows the presentation, so bring your questions.
On-Demand Event Highlights:
Linking protection to legacy goals
Shift the dialogue from product features to preserving family wealth.
Objection handling that converts
Turn “I already have cover” into “let’s review and optimise.”
Scripts that open estate planning doors
Use conversation starters that move clients from intent to immediate action.
Behaviour based sales coaching
Apply behavioural insights to nudge clients toward timely decisions.
Measuring ROI on protection advice
Track the metrics that prove estate planning conversations boost revenue.
Matthew Chapman is widely recognised as one of the UK’s leading sales coaches for mortgage, wealth, and protection advisers. As founder of The Protection Coach Ltd, he specialises in transforming advice businesses by turning “nice‑to‑have” protection conversations into revenue‑driving client solutions. Drawing on two decades in financial services, Matthew blends behavioural‑sales techniques with real‑world consultancy to help firms align protection recommendations with their clients’ broader financial goals. A sought‑after speaker, consultant, and motivator, Matthew delivers high‑energy workshops, bespoke firm‑coaching programmes, and conference keynotes that consistently raise protection sales and ROI. His mission is simple: empower advisers to protect more families while growing their own businesses.
This is an On-Demand CPD Event. It is a recorded session accessible at your convenience, offering the flexibility to view it at a time that suits you. CPD hours are awarded upon the successful completion of a brief multiple-choice quiz at the end of the recording. To qualify for CPD, it is required to achieve a minimum score of 19 out of 25 on the quiz. If you are unsuccessful in the quiz on your first attempt, there is an opportunity to retake it as many times as necessary.
This event serves as an ideal resource for professionals seeking to revisit critical highlights or deepen their knowledge of key topics, all while fulfilling their CPD requirements.
HOW CAN I ACCESS THIS EVENT ON-DEMAND?
If you register for this event and find you cannot attend on the day, the event will be made available On-Demand within seven working days.
You can view the event On-Demand via LIA Elevate. To obtain CPD, you will be required to complete a short series of multiple-choice questions at the end of the recording.
1. Click here to log into your LIA account.
2. Hover over ‘LIA Elevate’ in the top navigation bar and select ‘My Events and On Demand Learning’.
3. Click “Go to your Learning Centre”.
4. The On-Demand module will appear for you to complete within your Learning Centre. This will only be available 7 working days after the event.