However, finding out what’s on offer from the employer is not always straightforward.
“Many people quite wrongly assume that sickness benefits are either at the company’s discretion or simply do not exist at all,” Mr McLoughlin points out.
Because of this, Mr May suggests obtaining an introduction to the client’s HR team in order to establish full details and reduce the hassle-factor. It could even lead to new business for group protection advisers.
Even where employee benefits are in place, it might still be worth the client taking out an individual protection plan, especially if they are not planning to remain with their current employer.
A new employer may not necessarily offer the same benefits package.
Also, for existing individual cover, it’s important to assess whether there are special underwriting terms applied that are no longer relevant, or premium levels that are now uncompetitive.
10. Become a true expert
You’ll know you’ve become a protection expert when you can be found extolling the virtues of single life policies (not joint life), the use of trusts, and family income benefit.
You’ll not only understand the benefits of additional services such as Red Arc, Best Doctors and Square Health, but will have become an advocate by default.
You’ll notice that somehow protection has begun to weave its way into social conversations and dinner parties.
And most importantly of all – you’ll have some of the best protected clients and families in the UK.
Kevin Carr is managing director and Suzanne Clarkson is associate consultant of Carr Consulting and Communications
