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| Welcome back to our regular email series, Touchpoint. |
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| This month we’re looking at protection beyond the mortgage. Sure, arranging a mortgage can be a great time to start the protection conversation, but is the mortgage debt the only risk people need to cover? And, if there’s more at stake, how do you position the conversation? |
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| 1. Make it lifestyle-led |
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| Most people think about spending in terms of their lifestyle — their home, food, travel, phone, broadband, clothes, holidays, childcare, debts. The bulk of these outgoings wouldn’t go away if the main household income suddenly stopped. In fact, some expenses could get bigger as your client, or their family, adjusts to cope with whatever’s happened. For those that have a mortgage, a payout from a protection policy would mean they could continue to make their monthly payments, or pay it off entirely. But most people’s protection needs go way beyond that, especially when we know that 39% of people in the UK have less than £1,000 in savings*. |
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| 2. Use simple goals |
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| So, if there’s more to consider beyond the mortgage, how do you move to a lifestyle-led discussion? Many find it useful to frame the risks as a simple protection goals checklist. By looking at the possible scenarios and exploring what the client would do in each case, it’s easier to paint a picture of their priorities and make the most suitable recommendation. Our client scenarios demonstrate the flexibility of our full protection menu offers. They give you examples of how you can protect more than just the mortgage in 5 different client scenarios in their different life stages. Plus, they show you the true value of a Guardian policy. |
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| 3. Show the value of different cover types |
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| For the risk of illness in particular, the lifestyle-led approach can help your client see the value of different types of cover. Say a client was in a position they needed to claim, their partner, or family member, might want to bring down their working hours to support them during their illness or injury. A one off lump sum payment might work for them. Or they may prefer a stable payment each month to support them through our Family Income Benefit. Either way, by having a conversation about preferences and cover types, it helps identify their priorities, and in turn, helps you recommend the right cover for them. |
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| *Source: Finder.com, ‘Savings statistics: average UK savings in 2025’, 7 March 2025 |
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| Join our ‘Protection advice: beyond the mortgage’ webinar |
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With Judy Ashworth, Senior Business
Development Manager and Vincent O’Connor, Head of Strategic Partnerships |
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| Join Judy and Vincent at 10am on Wednesday 23 April for tips on how to take a lifestyle-led approach to your protection conversations. Click the button below to register. |
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| Tip of the month |
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| With Amy Potter, L&C Mortgages |
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| This month, Amy Potter talks about why looking beyond the mortgage helps advisers prevent foreseeable harm: |
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“The mortgage may be your client’s main debt, but it is not their
only protection need. Often clients find a blend of different cover
types is the best way to improve their financial resilience. You can
then dial-up or dial-down elements of the menu to find the right
balance between comprehensive cover and affordability.” |
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| That’s all for April. We hope this month’s Touchpoint left you with some useful tips to taking a more lifestyle-led approach to protect your clients. |
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| If you have any questions, please give us a call or send us an email. |
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| Kind regards |
| Your Guardian Team |
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Guardian Financial Services Limited is an appointed representative of Scottish Friendly
Assurance Society Limited. All products are provided by Scottish Friendly.
© 2025 Guardian Financial Services Limited
Guardian Financial Services Limited is an appointed representative of Scottish Friendly Assurance Society Limited which is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority. Registered office: Galbraith House, 16 Blythswood Square, Glasgow G2 4HJ. Registration number 110002. Guardian Financial Services Limited is registered in England and Wales under number 11115769. Registered office: 11 Strand, London WC2N 5HR. |
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