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In this episode, Hazel and Wayne had the privilege of speaking with Beth, a Legal & General colleague who shared her heartfelt and poignant story about her husband Pete's battle with cancer and his unfortunate passing last year. Beth discussed the importance of having insurance, specifically critical illness cover, and life insurance, and how it impacted her family during such a challenging time.
We also cover;
Financial flexibility and choices that having insurance provides. The importance of mental health support, and the need for open conversations about insurance and its long-term impact.Overall, Beth's experience sheds light on the lasting effects of illness and loss, the need for comprehensive insurance coverage, and the ongoing support required for individuals and families facing such challenges. Thank you, Beth, for sharing your story.
You can also watch Peteâs story here - https://www.legalandgeneral.com/adviser/protection/adviser-toolkit/our-claims/case-studies/people-stories/#pete
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In this episode of the Just Covered podcast, Hazel and Wayne are joined by Chartered Financial Planner, George Laidlaw from Gilson Gray Financial Management. George shares his inspiring journey from working in the banking industry to where he is now and why it was important to him to achieve Chartered status despite raising his young family. Throughout Georgeâs career he has adapted how he brings the topic of protection into his client conversations through the use of cashflow modelling and we loved exploring this with him.
Building professional connections with law firms, allowing both parties to offer comprehensive services to their clients, covering both financial planning and legal advice. Goal-based planning, aligning protection with clients' overall financial goals, rather than viewing the protection conversation as a disturbance or a negative aspect of the fact findThe importance of building a community of peers in the industry. George emphasises the value of learning from others and staying connected with fellow advisors. By sharing knowledge and experiences, advisors can enhance their skills and provide better service to their clients.
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Special: Divorce after 50: pensions and property
In this special episode of the Just Covered Podcast, our hosts Hazel Johnston and Wayne Holcombe are joined by financial planner and pensions expert, Fiona Tait, and mortgage broker and later life lending adviser, Manjit Kaur.
It starts with advice, and it starts with you.
When property and pensions are your clientâs two largest assets, of course, it makes sense to approach them with caution and understand the bigger picture. Our experts, Fiona and Manjit, give their take on pensions and property in divorce, and how the role of an adviser can help to secure the best outcomes for clients going through later life divorce.
In this episode we cover;
The importance of broadening your professional networkWhy no two clients are the sameThe value of advising clients earlier on in the process -
In this episode of the Just Covered podcast, Hazel and Wayne are joined by Sam Oakes from Financial Planner Life, where they reflect on the past year and discuss their goals for the new year. They also talk about the importance of checking in on colleagues and clients, and the power of asking the question "How are you out of 10?" to gauge someone's well-being.
This episode also covers.
- The Power of Connection: We explore the significance of advisors being able to connect with each other, their families, or join support groups like talk clubs.
- Self-appreciation and Improvement: Our conversation also delves into the importance of taking the time to reflect on personal well-being and professional growth.
- The Power of Talking and Listening: We discuss the power of communication in boosting mental fitness.
Useful Links
- Umbrella Benefits
- Business Protection
- Mental health charities
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Happy Podcastiversay! We are so thrilled to be reaching the one-year anniversary of our podcast. Itâs been an amazing journey filled with insights, opinions, and stories from advisers across the country. So thank you to all of those involved, and for making our first year a roaring success!
In this Christmas special episode of the Just Covered podcast, host Sam Oakes takes over as the interviewer and is joined by Hazel and Wayne, the usual hosts. They reflect on the past 12 months and discuss how the podcast has helped them in their jobs.
Also covering
The last year of top tips Stand out moments of 2023What you can expect from 2024Special Thanks to all our amazing guests, hosts, production team and to you, our listeners!
We look forward to what 2024 brings and to continue providing an authentic and raw experience, where guests share honestly and openly, allowing listeners to learn and potentially make changes in their own businesses.
If you feel you demonstrate brilliant customer outcomes and got your own story to share? Contact [email protected] if you are interested in appearing on our podcast -
In this episode of the Just Covered podcast, hosts Hazel and Wayne are joined by Wayne Griffiths from One Financial Solutions. He shares his journey to becoming an independent financial adviser after starting in the financial services industry in the 1990s.
Wayne discusses the challenges and uncertainties he faced during this transition and how joining a network helped to ensure compliance and support.
This episode also covers
The importance of being nosy and storytelling with your clients How to approach certain clientsIntergenerational planning and equity release. Mental health and the importance of checking in on each otherOverall, the episode highlights the need for compassion, collaboration, and support within the financial services industry. By working together and fostering a sense of community, professionals can navigate the challenges of their job and create a more positive and inclusive work environment.
Useful links
Bank of family âhttps://www.legalandgeneral.com/adviser/bank-of-family/
Charity mentioned -Menâs Mental Fitness charity - https://talkclub.org
Mind - https://www.mind.org.uk/
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Dubbed the âQueen of Claimsâ by her colleagues and with an ability to keep protection advice both relatable and understandable â it is safe to say Amy Whittingham is one of the industryâs leading protection advisers.
Amy shares with Hazel and Wayne some candid stories of where the cover she has set up has made a difference to her clients as well as exploring how to navigate the protection conversation within the wealth space.
Amyâs journey and what it meant to be Future Proofâs first ever employeeThe reasons why it is crucial to be having a robust and holistic protection conversationThe importance of true listening and taking the time to find the right solutionBalancing affordability, wants and needs when it comes to protection adviceWhy we should never walk past a protection conversation, even if it looks like the customer is fully covered
This episode is a must for any adviser dealing with customers in the wealth space and any advisers who are time short and want to refer their clients over to a protection specialist.
We cover:
If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.Useful Links
Deadline to breadline
Protection Success
Claims case studies
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We are excited to bring to you an extended âTechnology Specialâ! The world of technology has an ever-changing landscape and evolves at such a pace so how can advisers keep abreast of the tools that can enhance their role, their customer service and provide them time to advise on protection? James Adams, Director of My Simple Mortgage, and Thora Kehoe Chief Product Officer at Smartr365 spent time with Wayne and Hazel to uncover some of the truths around using technology in our industry, how it can enhance customer relationships, help keep advisers on the right side of compliance and drive efficiencies. All these aspects are key to running a successful business and in turn, provide extra time to provide great advice to our customers.
In this episode, James shares how he has embraced and incorporated technology into his business and Thora shares some of the key facts advisers should keep in mind when looking at adding technology enhancements to their strategy. This episode is a must for any adviser considering how they can utilise technologies within their business.
Jamesâs journey to adding technology into his business and some of the challenges and learns along the way The reasons why technology could help keep your business compliant, especially in the new world of Consumer Duty. What a âdata prisonerâ is and how to avoid becoming oneThe questions to ask of a technology provider before committing to add them to your business strategySome of the ways Jamesâs team uses the extra time that technology provides them and why this helps create a successful environment for advising on protection
We cover:If you are experienced in financial planning, mortgage, or protection advice and would like to feature in future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.
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With 60% of businesses stating theyâd cease trading within 12 months of losing a key person and 75% of businesses having some form of borrowing*, there is a clear need in the market for business protection advice. This is where Nathan Ansell comes in, owner of Hend Consulting Ltd. Nathan set up Hend Consulting Ltd just under 5 years ago to specialise in business protection.
Nathanâs journey in to specialising in Business Protection and how he has grown his business in this area The different Business Protection client types and how to approach themHow Nathan generates leads and demonstrates the need for multiple products to his clientsWhat to look out for within a fact find to support Business Protection recommendations
In this episode Wayne and Hazel explore Nathanâs journey into the business protection market and what he has learned along the way from the challenges he has faced. If you are looking to expand your business protection sales or generate leads within this market, Nathan expertly shares how he does this and why he feels giving this advice is imperative to achieving good client outcomes.
We cover:During the episode we refer to Legal & Generalâs State of the Nation, SME Report 2021. To review this research and download the report follow this link: State of the Nation | Legal & General (legalandgeneral.com)
If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.
*taken from Legal and General State of the Nation research 2021 -
We often talk to clients about diversifying their investments, and as advisers we are often asked about a diverse range of products yet how often do we consider diversifying our own business strategy? Nicola McKenzie, Co-Founder of Dunham McCarthy, DM Mortgages and MyLastWill.co.uk (to name a few!) shares how she has done just that. Nicola also shares how she will continue to do this in the future by considering all aspects of a customerâs financial needs as well as the use of online tools and platforms.
Why diversification of offering is a great strategy not only for your business but how it also helps provide robust, holistic advice to your clientsWhy passion & process = power Our thoughts on the opportunity to protect renters and what we can do to educate this largely un-tapped area of the market How Nicolaâs business covers all aspects of a customerâs needs from will writing through to mortgages and beyond
A powerful female force and true motivator in the industry, Nicola talks through how she feels that passion and process are two essentials for success when it comes to growth within financial services and doing the right thing for your clients.
In this episode we cover:At Legal and General we also diversify our offering and can offer products and support to advisers via our Retirement, Home Finance, Insurance and Mortgage Club teams. It is likely our business could help you help your customers in more than one area. To find out more about this, contact us: Contact | Advisers & Wealth Management | Legal & General (legalandgeneral.com)
If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.Support materials:
Want to find out some more of the elements which equate to adviser success with protection conversations? Explore our research here: Secrets of Protection Success | Legal & General (legalandgeneral.com)
Want to talk to someone regarding Protection? Find your dedicated team here.. Find my dedicated team | Adviser Protection | Legal & General (legalandgeneral.com)
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In this episode Wayne and Hazel are joined by not one but two fantastic guests â the founders of Bates Wilcox, Natalie and Charlotte. They came together to establish Bates Wilcox in 2019 just before the pandemic and in this episode we hear how they have taken the New Build mortgage world by storm.
Why both belief in yourself and your product are everythingHow to create a sense of balance when it comes to managing client expectations and giving yourself time for your lifestyleMedical underwriting up front â yes really! Using disclaimers and their importance within the advice process
Charlotte and Natalie share with us their clear passion for creating a sustainable work life balance for both themselves as business owners and their team whilst maintaining an exemplar level of service to their clients and stakeholders within the New Home world.
In this episode we cover:Wayne and I loved chatting with Natalie and Charlotte in which we are sure youâll agree is a hugely valuable episode for anybody within the financial services sector.
If you are experienced in financial planning, mortgage or protection advice and feel you have a story to tell, please reach out to [email protected]Support materials:
Want to find out some more of the elements which equate to adviser success with protection conversations? Explore our research here: Secrets of Protection Success | Legal & General (legalandgeneral.com)
Want to talk to someone regarding Protection? Find your dedicated team here.. Find my dedicated team | Adviser Protection | Legal & General (legalandgeneral.com)
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Hazel and Wayne are joined by Neil Bohan, Principle and adviser at Personal Touch Kent and what a conversation it is! This episode is bursting at the seams with superb one-liners which can quickly generate client trust and loyalty when it comes to building rapport and advising on products. Neil shares with us some of his best kept sales secrets and gives such an honest insight in to why he feels protection is a must have conversation when it comes to financial planning and mortgage advice.
Neilâs secrets to protection success and sales tips How Neil brings up the subject of protection in every single conversation no matter the scenario whether that be remortgage, product transfer, new purchase or financial planningThe benefits and importance of continuous client relationships and how to retain your customer base with one simple phrase
As professionals in the financial industry, we can sometimes let our own mindset and assumptions get in the way and Neil talks through how he overcomes this and why he feels every single client needs to be giving the opportunity to take out protection.
We cover:During this episode youâll hear us reference âKellyâ and her story being the reason why Neil was a winner of L&Gâs Hero in the Middle award.
If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast. -
With consumer duty coming down the tracks, it is essential for advisers to start planning how they will bring protection into their conversations especially when we consider the cross-cutting rule âAvoid foreseeable harm to retail customersâ.
But what if you are an adviser who doesnât have time? What if you havenât sold it for a while? What if you donât have access to a range of products? In this episode Hazel & Wayne are joined by Steve Johnson and Nic Hopkins the owners of Real Life Advice, who may just have the answers!
Nic and Steve used their background in sales, training, and development to set up Real Life Advice, a protection firm providing advice to clients on all of their protection insurance needs.
Nic & Steveâs journey to setting up their business What they believe has been key to their successHow Nic & Steve ensure clients get a streamlined and consistent service The benefits in using a protection specialist for your clients protection needs
We cover:
If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast. -
If youâre an adviser looking to refer your protection business, this episode is the one for you! With a background in financial advice himself, almost 10 years ago Dale saw a clear gap in the market for a protection specialist firm to assist advisers with the protection conversation.
In this episode Wayne and Hazel are joined by Dale, owner of Pure Protect and Stonebridge Protect to explore what key skills are required when it comes to creating great protection referrals instead of it being a tick box exercise. During filming we were faced with the challenge of noisy building works outside and despite this, Dale gives some fantastic insights in to what advisers can be doing ahead of the consumer duty coming in to force at the end of this month.
The risks advisers face if they donât review their protection process ahead of the new consumer duty rules coming into forceWhat are the elements that go in to creating the perfect protection referral?A claimâs story which could have been very different had the customer not been seen by a specialist What makes a good protection adviserThe commercial benefits of partnering with a protection specialist
We cover:
If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast. -
Hazel and Wayne are joined by Priyesh Patel - Financial Consultant at Ablestoke Financial Planning
With financial resilience forefront of consumer mind at the moment given the cost of living crisis, is it now more important than ever to ensure our customers are protected? Should resilience planning always be the starting foundation when providing financial advice? In this episode we talk to Priyesh about how he views his role as a financial consultant and he gives us some brilliant hints and tips on how to engage customers and help them realise the importance of having a plan B in place. Priyesh also shares the impact that dealing with a customer claim has had on his and his clientâs mindsets.
We cover:
Why insurance can be the key to long term financial planningHow to help customers visualise the risk and their needPriyesh demonstrates the importance of focussing in on the type of client you feelyou can work with bestWhat you can do to help your existing clients if one has had a claim -
As professionals in the financial industry, what more can we be doing to ensure our clients feel empowered with their finances? Nicola voices her views on why she feels she is a âcoachâ to her clients and how to build a successful client relationships. Nicola believes we have the gift of knowledge that can help us give our clients power over their financial choices.
Why having a strong personal brand helps your business and allows you to find âthe rightâ clientsWhy an approach genuine to your personality is essential as a financial plannerHow to build lasting, caring client realtionships with a foundation of trustThe benefits and importance of continuous learning to broaden your offeringPlease find some of the support materials mentioned in this episode in the attachments section.
Nicola shares why she feels a good match between adviser and client is essential in order to build a successful rapport and deeper relationship with clients.
We cover:If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.
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Are you an adviser wanting to start recommending Business Protection? If so, this episode is for you⊠In this episode Hazel and Wayne welcome back Adrian Benjamin a Wealth Protection Adviser with Precise Protect. Back when we first filmed with Adrian, he mentioned his goal of entering the Business Protection market and we wanted to invite him in to hear how his first 6 months is goingâŠ
Why Adrian feels business protection is a useful product to have in your toolkitThe transferable skills Adrian feels set him up for success in this areaAn outline of the peaks and troughs within the first six months of Adrian starting business protectionHow Adrian developed his learning and CPD to be best placed to give this advice.
Within Legal and Generalâs State of the Nation business research we discover how many businesses have debt and how many would be forced to cease trading within 12 months if they lost a key person. Advisers are ideally placed to help businesses understand the uncertainty of risks, and to make the right decisions in protecting themselves against certain unexpected and in many cases unforeseen events. The report helps advisers protect the nation's SME's, build long-term relationships, and ensure they are protected for their futures. Therefore, it is no surprise that Adrian has seen an opportunity here to adapt his approach and focus on helping business owners with their protection needs.
In this episode we cover:
As Adrian references within our chat, here at Legal and General we provide a whole host of Business Protection webinars, workshops and support materials. If we can help you with this, then please do not hesitate to reach out to us. Please also find some of the support materials mentioned in this episode in the attachments section.
If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.
