Let's Talk Income Protection

24 Episodes

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The Path of Least Resistance: Why Advisers Undersell IP

2026-03-1926:09

Why do advisers sometimes undersell income protection even when they know how important it is? In this episode of Let’s Talk IP, Stevie and Matt look at the moments where conversations wobble. The price comes up, the recommendation gets softened, or a cheaper option is offered just to avoid an awkward pause. They unpack why this happens, from adviser mindset and fear of pushback to the temptation to take the “path of least resistance”. More importantly, they explore how to hold your recomme...

Why Income Protection Conversations Fall Apart and How to Fix Them

2026-02-1929:25

Why do so many income protection conversations fall apart before they’ve even begun? In this episode of Let’s Talk IP, Stevie and Matt dig into the real reasons IP discussions stall, and it’s rarely about product or price. Instead, they explore the psychology behind effective conversations, from mindset and framing to expectation-setting and sequencing. Using real-world examples, they show how goal-based advice, income resilience, and better conversation structure can completely change how ...

Let's Talk Income Protection Season 3!

2026-01-2601:51

Season 3 of Let’s Talk Income Protection is adviser-first, practical, and coaching-led. This season is a little different...shorter episodes. Less industry chat. More real-world conversations about what actually works when discussing income protection. Co-host Matt Chapman brings field-tested coaching insight, while Stevie Arnoldi challenges it from the perspective of a real client. Together, they break down why IP conversations fall apart, why advisers undersell, and what to say when clien...

Keep Britain Working - The Conversation

2025-12-0956:42

The Keep Britain Working report lays out a stark reality: the UK is losing working-age people to ill health at scale, and it is impacting households, employers, and the wider economy. In this final episode of Season 2, we unpack what the report says, what needs to change, and why staying connected to work is often better than falling out of it entirely. Stevie and Matt are joined by three expert guests: Dr Julie Denning (Working to Wellbeing, Chair of the Vocational Rehabilitation Asso...

Consumer Duty is Changing How We Protect Clients Forever

2025-08-0749:07

Consumer Duty regulations are reshaping protection advice by shifting the industry from box-ticking compliance to a genuine focus on client outcomes. This shift enables advisers to deliver more meaningful, goal-oriented conversations about financial security. Keith Richards from the Consumer Duty Alliance joins us to discuss how things are shaping up 2 years on, before we get an adviser's view from Jiten Varsani from FortyOne Money Key learnings from this episode: • Consumer Duty represe...

Cover that Fits – Comprehensive Protection Built on What Matters – Menu & Multi-Benefit Plans

2025-07-0348:37

In the latest episode of Let’s Talk Income Protection, Matt and Stevie dive into the rise of menu plans. More advisers are recommending combinations of products like life, critical illness, and income protection together. To help us dive into this topic this month, we’ve got two fantastic guests joining us today, firstly Zoe Mears from iPipeline to dig into what the latest data is telling us about trends in this space and then we speak to Gemma Sawyer from Switch Financial Services to g...

The Adviser's Guide to Building a Personal Brand in the Digital Age

2025-06-0557:57

In the latest episode of Let’s Talk Income Protection, Matt and Stevie dive into a topic that sparks a lot of opinions — social media. Whether you love it or avoid it, one thing’s clear: it’s not going anywhere. For advisers wanting to grow their brand and reach more clients, it’s time to get on board. To guide us through the landscape, we’re joined by two experts who live and breathe this stuff: Rosalia Lazzara and Ash Borland. Social media has become the new currency of visibility for finan...

Vocational Rehabilitation: The Missing Link in Income Protection - A 7 Claims Story

2025-05-2253:17

In this episode, Matt and Stevie take a deep dive into vocational rehabilitation, a crucial but often overlooked part of the claims journey. This episode forms part of the IPTF’s ‘7 Claims Stories’ series and explores how tailored rehab support can transform a person’s recovery after illness or injury. They’re joined by Phil Deacon, who leads the project, alongside vocational rehab consultant Monica Garcia and protection adviser Charlotte Rogers, who each bring a unique perspective on helping...

Unlocking Business Protection

2025-05-0853:03

In this episode, Matt and Stevie get down to business...business protection that is! A very technical episode featuring three interviews based on different levels of expertise in the space with guests Tara Cohen, from The Mortgage Centre Direct and one of the IPTF's new 7 Advisers, Nathaniel Lee from Business Protected and from L&G, Dave Butler. Business protection represents a massive gap in the UK market, with just 1% of protection sales despite a £1.35 trillion opportunity, beca...

The Untapped Power of Mutual and Friendly Societies in Income Protection

2025-04-0355:19

In this month's episode, Matt and Stevie explore the unique role of mutual societies and friendly societies in the income protection market, examining their history, customer benefits, and future growth potential under the new Labour government by speaking to Andrew Morris, CEO of Cirencester Friendly and Nicola Huxley of Sphere Financial Services Listen now to learn more about: • How Mutuals and friendlies are owned by members (policyholders) rather than shareholders • How these societies ...

Why Women Struggle to Protect Their Income: Insights and Solutions

2025-03-0653:50

In this month's episode, Matt and Stevie speak to Rose St Louis from Scottish Widows and Joanna Streames from Velvet Mortgage about the notable gender gap in income protection, the latest research done by Scottish Widows on this subject and the challenges women face in securing their financial futures. Listen now to learn more about: • The importance of understanding the gender gap in income protection • Insights from Rose St Louis on the findings and implications of recent resea...

How Your Mindset Can Make or Break Your Income Protection Advice

2025-02-0654:16

Let's Talk Income Protection is back for Season 2 and we're bigger and better than ever. Bigger episodes, bigger insight and even more Matt Chapman plus a new co-host, Stevie Arnoldi from SEA Studios, the new Content Associate for the IPTF. In this month's episode, we focus on Mindset and Time to Talk Day, the nation’s biggest mental health conversation. It’s a day for friends, families, communities and workplaces to come together to talk, listen and change lives which is run by Mind and Reth...

Season 2 Trailer - We're Back and Bigger Than Ever!

2025-01-3102:30

Hey everyone! Let’s Talk IP is back, and this time, we’re taking things up a notch. That’s right—Season 2 is here, and we’ve got some BIG changes coming your way! We’ve refined the format, we’re diving deep into real conversations that matter. We’re still bringing your expert insights on Income Protection, but now we’re exploring one key topic per episode. We’re breaking it down, challenging the norms, and making sure you leave every episode with actionable advice. For Season 2, we’re makin...

Bonus Episode! Matt's Top Tips Supercut - #2

2024-10-1519:20

In this special mid-season bonus episode, guest host producer Stevie is here to showcase Matt's Top Tips from Season 1, episodes 5 to 8. These episodes are jam-packed with excellent advice from regular hosts and "The Protection Coach" Matthew Chapman, so get stuck in and caught up ahead of Season 2. We are also asking for your thoughts for season 2 as well, as we want to make the podcast the best it can be for season 2, please fill out this survey to support us, it all helps! 📣 For More Educ...

Bonus Episode! Matt's Top Tips Supercut - #1

2024-09-2423:04

In this special mid-season bonus episode, guest host producer Stevie is here to showcase Matt's Top Tips from Season 1, episodes 1 to 4 which are jam-packed with excellent advice from regular host and "The Protection Coach" Matthew Chapman. We are also asking for your thoughts for season 2 as well, as we want to make the podcast the best it can be for season 2, please fill out this survey to support us, it all helps! 📣 For More Education, Collaboration and Insight: IPTF Website IPTF on Linke...

S1:EP8 - Breaking Financial Taboos with Andrew Russell

2024-07-0234:52

In the Season 1 finale: We speak to Andrew Russell, a mortgage adviser and protection specialist. They discuss the importance of income protection and how to have meaningful conversations about protection with clients. Andrew emphasises the need for financial education and transparency when talking about taboo topics like death and illness. In #AskIPTF this week, we’ll answer some of your burning questions about choosing the right provider and Matt's tips on reaching the rental market. An...

S1:EP7 - Prioritising Income Protection During the Mortgage Advice Process with Ollie Basnett

2024-06-1836:20

In today's episode We speak to Ollie Basnett from New Homes. Together, we uncover why income protection should be a top priority for clients, especially when purchasing a new home. In #AskIPTF this week, we’ll be answering some of your burning questions with questions on ASU policies and Executive Income Protection And of course, we finish up with Matt's Top Tips of the Week, covering simplification, the use of stories and prioritisation. 📣 For More Education, Collaboration and Insig...

S1:EP6 - Integrating Income Protection with Sarah Parkin of Hollybeck

2024-06-0439:10

In today's episode What if you could seamlessly incorporate income protection into every financial plan you develop? Join us on this episode of "Let's Talk IP" as we chat with Sarah Parkin from Hollybeck, a seasoned expert whose journey from TSB Bank to the Mortgage Advice Bureau has made her a passionate advocate for income protection. Sarah shares her extensive knowledge on transforming income protection from a separate product to an integral part of financial advisory, offering a fresh pe...

S1:EP5 - Understanding the Psychology of Selling Insurance with Julie Botha from Vitality

2024-05-2147:02

In today's episode Unlock the psychological secrets behind selling income protection with this eye-opening episode featuring Julie Botha, Sales Training & Academy Manager from Vitality. Storytelling isn't just for bedtime; it's a powerful tool that can reshape how we talk about insurance with clients. Tap into the shared wisdom of our conversation, where we explore how to turn client discussions into narratives highlighting the value of security and investment in their future. Dis...

S1:EP4 - Celebrating a Decade of Impact: The 7 Families Project and Humanising Income Protection

2024-05-0735:01

In today's episode We celebrate the 10-year anniversary of the 7 Families Project's legacy, a collaborative effort that has shifted perceptions and provided tangible support to families in need. With insights into the project's conception and its enduring influence from our guest today, Karin Lloyd. In #AskIPTF this week, we highlight a couple of posts we enjoyed from two of our 7 advisers on LinkedIn. We have questions on tackling universal credit objections and unblocking the biggest thin...

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