Podcast
Protection Heroes
Hosted by Openwork Mortgage & Protection · EN
Welcome to our ‘Protection Heroes’ podcast. In this series we’ll be taking some of the highlights from the Protection Heroes editions so far, adding some new content and bringing you occasional packages of hints, tips, ideas and best practice in easily consumable form. So, whether you’re in the car, out for a walk or just looking for some development ideas in a quiet moment, plug in, tune in and get ready to hear some top protection tips based on our conversations with Protection Heroes within The Openwork Partnership.
10episodes
Episodes
Newest firstAll episodes
Protection Heroes Episode 10 - "I would have had to sell my house"
Jan 18, 202300:19:57Tap to summarizeIn our latest episode, Kelly Lake of Connect Financial Services shares her own personal protection story and passes on her tips for selling protection to clients in a challenging market. A must listen.
Transcribe →Protection Heroes Episode 9 - How I protect 83% of my mortgage clients
Aug 25, 202200:20:07Tap to summarizeJoin Business Development Executive Stuart Lusty in conversation with Joanne Markham of Appletree Financial Solutions Limited as she shares the why and how of her protection success. In this latest episode of the Protection Heroes Joanne discusses how she positions protection, her process, the tools and ideas she uses to support her conversations and how she adapts messages for different clients.
Transcribe →Protection Heroes Episode 8 - Are Added Value Benefits adding value to your business?
Aug 11, 202200:16:35Tap to summarizeIn this episode we take another look at Added Value Benefits but this time from a different perspective. We’re delighted to welcome Carl Heard, National Account Manager at LV to take a look at some new and interesting client research from Pacific Life Re, highlighting which of these services are most valued by clients and how much they would be prepared to pay for them.
Transcribe →Protection Heroes Episode 7 - Talking Protection with Robyn Allen
Jul 21, 202200:29:38Tap to summarizeOur Protection Heroes podcast series continues with something a little different. Robyn Allen, Director and Adviser at Robyn Allen Solutions and Steve Berry, Protection and GI Market Development Manager, sat down earlier this year with a group of The Openwork Partnership graduates to discuss all things protection. At 30 minutes this episode is a bit longer than our usual episodes but has some fascinating insights and ideas. Hear how Robyn discusses protection with her clients in clear and simple, understandable terms, how protection advisers add real value to clients when life throws a curve ball and why mortgage protection is so important and how to overcome some of the barriers, and much more. Both Robyn and Steve talk about current issues and reflect on their past protection experiences which are often valuable lessons that advisers can bring to their clients today.
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Protection Heroes Episode 6 - Protection for Wealth Clients Part 2
Jun 22, 202200:14:14Tap to summarizeOur Protection Heroes podcast series has reached Episode 6, which continues on the theme of talking protection with successful wealth advisers. In this episode we welcome Tony Nixon, who has 26 years in the business and therefore lots of great insights and ideas on how to position protection to wealth clients. Listen to Tony explain that protection fills the boxes that investments can no longer fill if something unexpected happens. Hear him talk about spending money to mitigate very real risks like inheritance tax problems, to clients who have accumulated their entire wealth by not spending money and as such have an objection to doing so! A fascinating 15 minutes and our thanks to Tony for giving up some of his valuable time to talk to us.
Transcribe →Protection Heroes Episode 5 - Protecting all client types including Wealth
May 20, 202200:17:31Tap to summarizeIn this episode, we have the pleasure of spending some valuable time with one of our advisers; Melanie Johnson, a Director of Johnson Savage Consultancy.Melanie deals with a wide mix of older and younger clients. She specialises in providing holistic advice and is passionate about protecting all of her clients and making sure they have the right advice throughout the whole of their lives.
Transcribe →Protection Heroes Episode 4 - Bringing Added-Value Benefits to Life
May 6, 202200:11:33Tap to summarizeThis episode is a good one! We hear from Marlena Kaszuba, a Protection Adviser in the Openwork Partnership Services team, where her role is to sell protection to clients that advisers have referred into her.She was also smart enough to take her own advice and put protection in place for herself, which turned out to be a really valuable decision. Listen to her story here...
Transcribe →Protection Heroes Episode 3 - Explaining Added-Value Benefits
Apr 13, 202200:11:56Tap to summarizeProtection plans today offer a huge range of additional features and benefits, for example providing access to private services that deliver emotional and practical support, often available to family members and not just the insured person, and usually included in the cost of the plan. Are you familiar with what’s on offer? Do you talk to your clients about the real tangible value these services can offer in times of need? If you want to know more, then list to Episode 3 of the Protection Heroes podcast where we take a deep dive into the medical, rehabilitation and preventative services included with today’s plans. Protection plans are not just about the big claim, with these Added-Value Benefits they offer support for clients all of the time.
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Protection Heroes Episode 2 - Income Protection Part 2
Mar 25, 202200:15:56Tap to summarizeOur second episode continues on the theme of Income Protection - one of the most important aspects of protection planning.In our Income Protection Part 1 episode, we looked at some of the ways our Income Protection Heroes sell Income Protection (IP), and outlined some work we have partnered with the Income Protection Task Force on, relating to the importance of discussing IP with wealth clients.To continue the IP conversation, our Part 2 episode considers some of the most common client objections, and how advisers can look to handle them.
Transcribe →Protection Heroes Episode 1 - Income Protection Part 1
Mar 7, 202200:16:20Tap to summarizeThe subject for our first episode is one of the most important and fundamental aspects of protection planning – Income Protection. However, we just can’t do it justice in 15 minutes, so we’re going to split our first topic into 2 halves. Listen to the first half here.
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