Most advisers understand the importance of protection — but far fewer are able to consistently position it in a way that clients truly connect with, value, and act on.
In this session, Matthew Chapman (The Protection Coach) will challenge traditional approaches to protection conversations and introduce a simple, powerful goals-based framework designed to transform how advisers engage with clients.
Rather than focusing on products, features or price, this session will show how to anchor protection to what really matters — helping clients protect their lifestyle, their plans, and their financial future.
Attendees will leave with a clearer understanding of how to position protection as an essential part of good advice, not an optional add-on — improving both client outcomes and business performance.
List of Topics Covered:
- Why most protection conversations fail before they even begin
- The psychology of client decision-making (and why price becomes the issue)
- Moving from product-led to goals-based advice
- How to uncover and anchor protection to real client priorities
- The 3-Step Framework for structuring effective protection conversations
- Reframing protection from a cost to an investment
- Practical language and positioning techniques that increase client engagement
How better conversations lead to better outcomes — for clients and advisers
Matthew Chapman
Matthew is the founder of The Protection Coach Ltd. He helps mortgage, wealth, and insurance advisers improve their business and increase their revenue. He is a Leading Sales Coach for Mortgage, Wealth & Protection Advisers | Empowering Advisers to Drive Protection Sales by Aligning with Client Financial Goals | Speaker | Consultant | Coach | Motivator.
LIA Members: Free
Non-LIA Members: €35.00