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class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">Products</h3><ul class="children"><li><a href="/pensions" target="_self" class="" title="Our pension offering" role="menuitem"><span>Our pension offering</span></a></li></ul></li><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="https://portal.lvadviser.com/quote/#/quotes/create/" target="_blank" class="" title="Quote &amp; apply" role="menuitem"><span>Quote &amp; apply</span></a></li><li><a href="https://portal.lvadviser.com/" target="_blank" class="" title="Servicing" role="menuitem"><span>Servicing</span></a></li><li><a href="/pensions/core-options" target="_self" class="" title="Personal pension (core)" role="menuitem"><span>Core options (LV= SIPP)</span></a></li><li><a href="/pensions/partner-and-extended-options" target="_self" class="" title="SIPP (selected and extended)" role="menuitem"><span>Selected Partner and Extended options (LV= SIPP)</span></a></li></ul></li></ul></div></li><li class=""><a class="has-sub " role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Guaranteed Income Solutions</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">Products</h3><ul class="children"><li><a href="/guaranteed-income-solutions/fixed-term-annuity" target="_self" class="" title="LV= Fixed Term Annuity" role="menuitem"><span>LV= Fixed Term Annuity</span></a></li><li><a href="/guaranteed-income-solutions/fixed-term-investment" target="_self" class="" title="LV= Fixed Term Investment" role="menuitem"><span>LV= Fixed Term Investment</span></a></li></ul></li><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="https://portal.lvadviser.com/quote/#/quotes/create/" target="_blank" class="" title="Quote &amp; apply" role="menuitem"><span>Quote &amp; apply</span></a></li><li><a href="/guaranteed-income-solutions/fixed-term-investment/guaranteed-income-drawdown" target="_self" class="" title="Guaranteed Income Drawdown" role="menuitem"><span>Guaranteed Income Drawdown</span></a></li></ul></li></ul></div></li></ul></div></li><li class="has-sub"><a href="/personal-protection" target="_self" class="" title="Protection" role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Protection</span><span class="icon-arrow"></span></a><div class="subnav level1"><ul><li class=""><a class="has-sub " role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Personal Protection</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">Products</h3><ul class="children"><li><a href="/personal-protection" target="_self" class="" title="Personal Protection" role="menuitem"><span>Personal Protection</span></a></li><li><a href="/personal-protection/income-protection" target="_self" class="" title="Income Protection" role="menuitem"><span>Income Protection</span></a></li><li><a href="/personal-protection/life-and-critical-illness" target="_self" class="" title="Life and Critical Illness" role="menuitem"><span>Life and Critical Illness</span></a></li><li><a href="/personal-protection/life-protection" target="_self" class="" title="Life Protection" role="menuitem"><span>Life Protection</span></a></li><li><a href="/personal-protection/personal-sick-pay" target="_self" class="" title="Personal Sick Pay" role="menuitem"><span>Personal Sick Pay</span></a></li><li><a href="/personal-protection/family-income-benefit" target="_self" class="" title="Family Income Benefit" role="menuitem"><span>Family Income Benefit</span></a></li><li><a href="/personal-protection/gift-inter-vivos" target="_self" class="" title="Gift Inter Vivos" role="menuitem"><span>Gift Inter Vivos</span></a></li></ul></li><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="/personal-protection/flexible-protection-plan" target="_self" class="" title="Flexible Protection Plan" role="menuitem"><span>Flexible Protection Plan</span></a></li><li><a href="/personal-protection/income-protection-solutions" target="_self" class="" title="Income Protection Solutions" role="menuitem"><span>Income Protection Solutions</span></a></li><li><a href="https://www.lvadviser.com/service/launchers/adviser/executelauncher?launcher=fpp-quote-multi" target="_blank" class="" title="Quote &amp; apply" role="menuitem"><span>Quote &amp; apply</span></a></li><li><a href="https://www.lvadviser.com/service/launchers/adviser/executelauncher?launcher=protection-progress-hub" target="_blank" class="" title="Protection Progress Hub" role="menuitem"><span>Protection Progress Hub</span></a></li><li><a href="/online-services/fastway/pre-uw-tool" target="_self" class="" title="Pre-underwriting tool" role="menuitem"><span>Pre-underwriting tool</span></a></li><li><a href="/online-services/personal-protection-tools-and-calculators" target="_self" class="" title="Tools &amp; calculators" role="menuitem"><span>Tools &amp; calculators</span></a></li><li><a href="/personal-protection/why-income-protection" target="_self" class="" title="Why Income Protection" role="menuitem"><span>Why Income Protection</span></a></li></ul></li></ul></div></li><li class=""><a class="has-sub " role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Business Protection</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">Products</h3><ul class="children"><li><a href="/business-protection" target="_self" class="" title="Business Protection" role="menuitem"><span>Business Protection</span></a></li><li><a href="/business-protection/relevant-life-cover" target="_self" class="" title="Relevant Life Cover" role="menuitem"><span>Relevant Life Cover</span></a></li><li><a href="/business-protection/key-person-cover" target="_self" class="" title="Key Person Cover" role="menuitem"><span>Key Person Cover</span></a></li><li><a href="/business-protection/share-and-partnership-protection" target="_self" class="" title="Share &amp; Partnership Protection" role="menuitem"><span>Share &amp; Partnership Protection</span></a></li><li><a href="/business-protection/executive-income-protection" target="_self" class="" title="Executive Income Protection" role="menuitem"><span>Executive Income Protection</span></a></li></ul></li><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="https://www.lvadviser.com/service/launchers/adviser/executelauncher?launcher=fpp-quote-multi" target="_blank" class="" title="Quote &amp; apply" role="menuitem"><span>Quote &amp; apply</span></a></li><li><a href="/online-services/business-protection-tools-and-calculators" target="_self" class="" title="Tools &amp; calculators" role="menuitem"><span>Tools &amp; calculators</span></a></li><li><a href="/business-protection/trusts" target="_self" class="" title="Business Protection &amp; Trusts" role="menuitem"><span>Business Protection &amp; Trusts</span></a></li><li><a href="/business-protection/tax-treatment" target="_self" class="" title="Tax treatment" role="menuitem"><span>Tax treatment</span></a></li><li><a href="/business-protection/business-protection-guide" target="_self" class="" title="Guide to Business Protection" role="menuitem"><span>Guide to Business Protection</span></a></li></ul></li></ul></div></li></ul></div></li><li class="has-sub"><a href="/equity-release" target="_self" class="" title="Equity Release" role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Equity Release</span><span class="icon-arrow"></span></a><div class="subnav level1"><ul><li class=""><a class="has-sub " role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Products</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">Products</h3><ul class="children"><li><a href="/equity-release" target="_self" class="" title="Equity Release" role="menuitem"><span>Equity Release</span></a></li><li><a href="/equity-release/lifetime-mortgage-lump-sum" target="_self" class="" title="Lifetime Mortgage Lump Sum Plus" role="menuitem"><span>Lifetime Mortgage Lump Sum Plus</span></a></li><li><a href="/equity-release/lifetime-mortgage-drawdown" target="_self" class="" title="Lifetime Mortgage Drawdown Plus" role="menuitem"><span>Lifetime Mortgage Drawdown Plus</span></a></li><li><a href="/equity-release/lifetime-mortgage-lump-sum-lifestyle" target="_self" class="" title="Lifetime Mortgage Lump Sum Lifestyle" role="menuitem"><span>Lifetime Mortgage Lump Sum Lifestyle</span></a></li><li><a href="/equity-release/lifetime-mortgage-drawdown-lifestyle" target="_self" class="" title="Lifetime Mortgage Drawdown Lifestyle" role="menuitem"><span>Lifetime Mortgage Drawdown Lifestyle</span></a></li></ul></li><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="/contact-us/equity-release" target="_self" class="" title="Contact us" role="menuitem"><span>Contact us</span></a></li></ul></li></ul></div></li><li class=""><a class="has-sub " role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Resources</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">Resources</h3><ul class="children"><li><a href="/online-services/equity-release-portal" target="_self" class="" title="Equity Release Portal" role="menuitem"><span>Equity Release Portal</span></a></li><li><a href="/online-services/equity-release-portal/faqs" target="_self" class="" title="Equity Release Portal FAQs" role="menuitem"><span>Equity Release Portal FAQs</span></a></li><li><a href="/equity-release/adviser-marketing-hub" target="_self" class="" title="Adviser Marketing Hub" role="menuitem"><span>Adviser Marketing Hub</span></a></li><li><a href="/knowledge-centre/video-and-webinar-library/equity-release" target="_self" class="" title="Equity Release videos and webinars" role="menuitem"><span>Equity Release videos and webinars</span></a></li><li><a href="/equity-release/early-repayment-calculator" target="_self" class="" title="Lifetime Mortgage Early Repayment Calculator" role="menuitem"><span>Lifetime Mortgage Early Repayment Calculator</span></a></li><li><a href="/equity-release/lifetime-mortgages-updates" target="_self" class="" title="Lifetime mortgages updates" role="menuitem"><span>Lifetime mortgages updates</span></a></li><li><a href="/equity-release/equity-release-council" target="_self" class="" title="Equity Release Council" role="menuitem"><span>Equity Release Council</span></a></li></ul></li><li><h3 class="section-heading">Supporting your client</h3><ul class="children"><li><a href="/supporting-your-client/care-navigator" target="_self" class="" title="Care navigator" role="menuitem"><span>Care navigator</span></a></li><li><a href="/supporting-your-client/doctors-services" target="_self" class="" title="LV= Doctor Services" role="menuitem"><span>LV= Doctor Services</span></a></li></ul></li></ul></div></li></ul></div></li><li class="has-sub"><a href="/supporting-you" target="_self" class="" title="Support" role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Support</span><span class="icon-arrow"></span></a><div class="subnav level1"><ul><li class=""><a class="has-sub " role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Knowledge centre</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="/knowledge-centre" target="_self" class="" title="Knowledge centre" role="menuitem"><span>Knowledge centre</span></a></li><li><a href="/knowledge-centre/video-and-webinar-library" target="_self" class="" title="Video and webinar library" role="menuitem"><span>Video and webinar library</span></a></li><li><a href="/knowledge-centre/protection-webinar-calendar" target="_self" class="" title="Protection webinar calendar" role="menuitem"><span>Protection webinar calendar</span></a></li><li><a href="/knowledge-centre/news-hub" target="_self" class="" title="News hub" role="menuitem"><span>News hub</span></a></li><li><a href="/knowledge-centre/article-library" target="_self" class="" title="Article library" role="menuitem"><span>Article library</span></a></li><li><a href="/knowledge-centre/fuel-for-life" target="_self" class="" title="Fuel for Life" role="menuitem"><span>Fuel for Life</span></a></li><li><a href="/knowledge-centre/reaching-resilience" target="_self" class="" title="Reaching Resilience" role="menuitem"><span>Reaching Resilience</span></a></li><li><a href="/knowledge-centre/technical-hub" target="_self" class="" title="Technical Hub" role="menuitem"><span>Technical Hub</span></a></li><li><a href="/pensions/tax-year-end" target="_self" class="" title="Tax year end" role="menuitem"><span>Tax year end</span></a></li></ul></li></ul></div></li><li class=""><a class="has-sub " role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Claims</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="/supporting-you/claims" target="_self" class="" title="Claims" role="menuitem"><span>Claims</span></a></li><li><a href="/supporting-you/claims/our-claims-approach" target="_self" class="" title="Our approach to claims" role="menuitem"><span>Our approach to claims</span></a></li><li><a href="/supporting-you/claims/real-stories" target="_self" class="" title="Real stories" role="menuitem"><span>Real stories</span><span class="new">New</span></a></li></ul></li></ul></div></li><li class=""><a class="has-sub " role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Protection underwriting</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="/supporting-you/protection-underwriting" target="_self" class="" title="Protection underwriting" role="menuitem"><span>Protection underwriting</span></a></li><li><a href="/supporting-you/protection-underwriting/misrepresentation" target="_self" class="" title="Underwriting misrepresentation" role="menuitem"><span>Underwriting misrepresentation</span></a></li></ul></li></ul></div></li><li class=""><a class="has-sub " role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Trusts</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="/supporting-you/trusts" target="_self" class="" title="Trusts" role="menuitem"><span>Trusts</span></a></li><li><a href="/supporting-you/trusts/types-of-trust" target="_self" class="" title="Types of trusts" role="menuitem"><span>Types of trusts</span></a></li><li><a href="/supporting-you/trusts/trs" target="_self" class="" title="Trust Registration Service - FAQs" role="menuitem"><span>Trust Registration Service - FAQs</span></a></li></ul></li></ul></div></li><li class=""><a href="/supporting-you/protection-large-case-team" target="_self" class=" " title="Protection large case team" role="menuitem"><span>Protection large case team</span></a></li><li class=""><a href="/supporting-you/vulnerable-customers" target="_self" class=" " title="Vulnerable customers" role="menuitem"><span>Vulnerable customers</span></a></li><li class=""><a href="/supporting-you/suitability-letter-builder" target="_self" class=" " title="Suitability letter builder" role="menuitem"><span>Suitability letter builder</span></a></li><li class=""><a class="has-sub " role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Portals and integration</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">Overview</h3><ul class="children"><li><a href="/adviser-portal" target="_self" class="" title="Savings and Retirement Adviser Portal" role="menuitem"><span>Savings and Retirement Adviser Portal</span></a></li><li><a href="/online-services" target="_self" class="" title="Online services" role="menuitem"><span>Online services</span></a></li><li><a href="/online-services/portals" target="_self" class="" title="Third party portals" role="menuitem"><span>Third party portals</span></a></li><li><a href="/online-services/integration" target="_self" class="" title="Back office integration" role="menuitem"><span>Back office integration</span><span class="new">New</span></a></li></ul></li></ul></div></li><li class=""><a href="/supporting-you/setting-up-an-agency" target="_self" class=" " title="Setting up an Agency" role="menuitem"><span>Setting up an Agency</span></a></li><li class=""><a href="/supporting-you/lv-news" target="_self" class=" " title="Our future plans" role="menuitem"><span>LV= news</span></a></li><li class=""><a class="has-sub " role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Consumer Duty</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="/supporting-you/consumer-duty-hub" target="_self" class="" title="Consumer Duty" role="menuitem"><span>Consumer Duty</span></a></li><li><a href="/supporting-you/consumer-duty-hub/protection" target="_self" class="" title="Protection" role="menuitem"><span>Protection</span></a></li><li><a href="/supporting-you/consumer-duty-hub/savings-and-retirement" target="_self" class="" title="Savings and Retirement" role="menuitem"><span>Savings and Retirement</span></a></li><li><a href="/supporting-you/consumer-duty-hub/equity-release" target="_self" class="" title="Equity Release" role="menuitem"><span>Equity Release</span></a></li></ul></li></ul></div></li><li class=""><a href="/supporting-your-client/why-lv" target="_self" class="has-sub " title="Why LV=" role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Why LV=</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="/supporting-your-client/why-lv" target="_self" class="" title="Why LV=" role="menuitem"><span>Why LV=</span></a></li><li><a href="/supporting-your-client/why-lv/mutual-bonus" target="_self" class="" title="Mutual bonus" role="menuitem"><span>Mutual bonus</span></a></li><li><a href="/supporting-your-client/why-lv/lv-difference" target="_self" class="" title="Exit bonus" role="menuitem"><span>One-off bonus</span></a></li><li><a href="/supporting-your-client/why-lv/our-awards" target="_self" class="" title="Our awards" role="menuitem"><span>Our awards</span></a></li></ul></li></ul></div></li><li class=""><a href="/supporting-your-client/member-benefits" target="_self" class="has-sub " title="Member benefits" role="menuitem" aria-expanded="false" aria-haspopup="true"><span>Member benefits</span><span class="icon-arrow"></span></a><div class="subnav level2"><ul><li><h3 class="section-heading">More</h3><ul class="children"><li><a href="/supporting-your-client/member-benefits" target="_self" class="" title="Member benefits" role="menuitem"><span>Member benefits</span></a></li><li><a href="/supporting-your-client/member-benefits/legal-advice" target="_self" class="" title="Legal Advice Line" role="menuitem"><span>Legal Advice Line</span></a></li><li><a href="/supporting-your-client/doctors-services" target="_self" class="" title="LV= Doctor Services" role="menuitem"><span>LV= Doctor Services</span></a></li><li><a href="/supporting-your-client/care-navigator" target="_self" class="" title="Care navigator" role="menuitem"><span>Care navigator</span></a></li></ul></li></ul></div></li></ul></div></li><li class="doc-library"><a href="/document-library" 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        <div id="94e920a3-ef95-4e67-96c1-c0a055dfe283"><div id="9c8ad568-55cd-4611-a75b-286c49ef666a" class="accordian-container"><div class="inner-container left"><div class="main-content"><h2 class="title h2-regular">Helping you sell Income Protection</h2><span class="rte body-copy"><p>Income Protection works for your client when they can't, due to illness or injury. But some find it difficult to see the real benefits of this cover.</p>
<p>There are some simple tactics you can use &ndash; helping your clients see the importance of Income Protection.</p>
<p>Here are a few tried and tested ideas:</p></span></div><div class="accordian-content"><div class="accordian-item closed " role="button" tabindex="0" aria-expanded="false"><div class="item-title icon-title closed"><h2 class="title item-title">Risk Reality Calculator</h2></div></div><div class="accordian-item closed " role="button" tabindex="0" aria-expanded="false"><div class="item-title icon-title closed"><h2 class="title item-title">Dovetailing Income Protection with your way of working</h2></div></div><div class="accordian-item closed " role="button" tabindex="0" aria-expanded="false"><div class="item-title icon-title closed"><h2 class="title item-title">The four boxes</h2></div></div><div class="accordian-item closed " role="button" tabindex="0" aria-expanded="false"><div class="item-title icon-title closed"><h2 class="title item-title">The money making machine</h2></div></div><div class="accordian-item closed " role="button" tabindex="0" aria-expanded="false"><div class="item-title icon-title closed"><h2 class="title item-title">The plug</h2></div></div><div class="accordian-item closed " role="button" tabindex="0" aria-expanded="false"><div class="item-title icon-title closed"><h2 class="title item-title">Budget planner and PIGY</h2></div></div></div></div></div></div>
<script>LVSiteConfigs.components.data.push({"name":"accordian","reactName":"Athena.accordian","id":"94e920a3-ef95-4e67-96c1-c0a055dfe283","type":"dynamic","props":{"Id":{"Guid":"9c8ad568-55cd-4611-a75b-286c49ef666a"},"titleHeading":{"label":"Helping you sell Income Protection","type":"h2"},"description":"<p>Income Protection works for your client when they can't, due to illness or injury. But some find it difficult to see the real benefits of this cover.</p>\n<p>There are some simple tactics you can use &ndash; helping your clients see the importance of Income Protection.</p>\n<p>Here are a few tried and tested ideas:</p>","flowTitle":{"label":"","type":""},"layout":"left","closeLabel":"","accordionItems":[{"head":{"label":"Risk Reality Calculator","type":""},"content":{"name":"featureDetails","reactName":"Athena.featureDetails","id":"15f6c103-e635-4228-ac42-42a5eacd6906","type":"static","props":{"Id":null,"titleHeading":null,"description":"<p>Help your clients grasp the importance of financial protection in no time. Using just four personal details, our online tool gives an instant personalised risk report. That means you can quickly show their need for income protection.</p>\n<p>Our Risk Reality Calculator will show the likelihood of:</p>\n<ul>\n    <li>Your client being unable to work for two months or more &ndash; due to illness or injury.</li>\n    <li>Your client suffering a serious illness.</li>\n    <li>Your client dying.</li>\n    <li>The probability of any of the above happening before their chosen retirement age.</li>\n</ul>\n<p>Launch our <a rel=\"noopener noreferrer\" href=\"https://riskreality.co.uk/gen\" target=\"_blank\" title=\"Risk Reality Calculator\">Risk Reality Calculator</a>.</p>","image":{"src":"/-/life/media/athena/flourishes/small/risk-rating-meter-160x120-2.svg","html":"<img src=\"/-/life/media/athena/flourishes/small/risk-rating-meter-160x120-2.svg?iar=0&amp;hash=ED059D7F77BF2477C0C90A489BD1ED85\" alt=\"risk rating meter pointing left\" />","Size":{"Height":0,"Width":0},"Extension":"svg","alt":"risk rating meter pointing left","isEditMode":false},"layout":"left","background":null,"disableBottomSpace":false}}},{"head":{"label":"Dovetailing Income Protection with your way of working","type":""},"content":{"name":"featureDetails","reactName":"Athena.featureDetails","id":"c26bab93-7852-4be2-925d-3e5276ea39df","type":"static","props":{"Id":null,"titleHeading":null,"description":"<p>Where does the protection conversation fit into your recommendations with clients? Most protection is taken out as a result of a life changing event &ndash; usually when buying a home. This provides an opportunity to discuss what would happen to your clients&rsquo; mortgage payments if their income stops.</p>\n<p>Do you talk about the importance of affordability if the unexpected happens and how you&rsquo;ll help them? This helps your client buy into you, what you do and what Income Protection can offer.</p>\n<p>To determine your client&rsquo;s protection needs, you could use a budget planner - looking at their spending and consider their contract for sick pay arrangements.</p>","image":{"src":"/-/life/media/athena/flourishes/small/protection-shield-coin-160x120-3.svg","html":"<img src=\"/-/life/media/athena/flourishes/small/protection-shield-coin-160x120-3.svg?iar=0&amp;hash=BF81F29959DF89C0A0F6A4FC68CC0B07\" alt=\"shield outline next to a pound coin\" />","Size":{"Height":0,"Width":0},"Extension":"svg","alt":"shield outline next to a pound coin","isEditMode":false},"layout":"left","background":null,"disableBottomSpace":false}}},{"head":{"label":"The four boxes","type":""},"content":{"name":"featureDetails","reactName":"Athena.featureDetails","id":"e3d155fb-7cf5-4519-9eb5-d96db939cf50","type":"static","props":{"Id":null,"titleHeading":null,"description":"<p>Your client&rsquo;s most important asset is their income. But it&rsquo;s something they forget to insure. This is where the &lsquo;four boxes&rsquo; technique can help.</p>\n<p>Firstly draw a grid of 4 boxes. Write &pound;1,000 in one box, &pound;10,000 in the next, &pound;100,000 in the third and &pound;1 million in the last.</p>\n<p>Discuss each box in turn:</p>\n<ul>\n    <li>&pound;1,000 represents the value of their TV - does your client have theirs insured?</li>\n    <li>&pound;10,000 represents the value of a typical car. Is theirs insured?</li>\n    <li>&pound;100,000 represents the value of their home (you may want to update this amount to reflect house prices in your area). Is theirs insured?</li>\n    <li>Finally the &pound;1 million box - ask your client what asset that might represent? It's by far their biggest. The answer - it represents their present and future earnings.</li>\n</ul>\n<p>Your client's income pays for everything in the other boxes and in life too - now and in the future. So ask and discuss, why don't they insure that?</p>","image":{"src":"/-/life/media/athena/flourishes/small/money-coin-160x120-3.svg","html":"<img src=\"/-/life/media/athena/flourishes/small/money-coin-160x120-3.svg?iar=0&amp;hash=3E7A7453B9A864E941BC25B42343C606\" alt=\"stack of coins with pound coin facing forwards\" />","Size":{"Height":0,"Width":0},"Extension":"svg","alt":"stack of coins with pound coin facing forwards","isEditMode":false},"layout":"left","background":null,"disableBottomSpace":false}}},{"head":{"label":"The money making machine","type":""},"content":{"name":"featureDetails","reactName":"Athena.featureDetails","id":"b34e4d9a-d5af-4935-82a3-52e2c0e29e40","type":"static","props":{"Id":null,"titleHeading":null,"description":"<p>You unlock the door to the cellar and down you go. There is a strange machine. You switch it on and crank the handle. Out come hundreds of shiny &pound;1 coins, enough to pay the mortgage, feed and clothe you, keep you warm and safe.</p>\n<p style=\"background: white;\">Now you find out that the manufacturer has gone out of business and the machine can never be replaced.</p>\n<p style=\"background: white;\">However, all existing owners are offered a maintenance contract that, for a few pounds a month guarantees to&nbsp;keep working to produce the pounds you need each week. Would you take it? Of course you would.</p>\n<p style=\"background: white;\">The manufacturer is the client. The machine is the income the client produces each week. If the client is unable to work the money stops. The maintenance contract is &lsquo;income protection&rsquo;. The premium is the cost of the maintenance contract.</p>\n<p style=\"background: white;\">Using this analogy will help highlight how your client can protect their every day spending.</p>","image":null,"layout":"left","background":null,"disableBottomSpace":false}}},{"head":{"label":"The plug","type":""},"content":{"name":"featureDetails","reactName":"Athena.featureDetails","id":"85210d19-1bee-4f7a-9dac-b31709d8c4d9","type":"static","props":{"Id":null,"titleHeading":null,"description":"<p>Your client&rsquo;s lifestyle would drastically change if their income stopped. Income Protection is the plug in the sink &ndash; with it, you can save their lifestyle going down the drain.</p>\n<p>Suggest to your client that they&rsquo;re unable to work for a period of time &ndash; 1 month, 3 months or 1 year (whatever you feel is relevant - depending on their sick pay entitlement).</p>\n<p>After that period, they&rsquo;d lose their income. Next, they might stop paying into their pension.</p>\n<p>They could use their savings to get by and pay their mortgage and bills for a while, until that runs out. That means they stop paying for their mortgage or rent and lose their home.</p>\n<p>Essentially, their life would disappear down the plughole.</p>\n<p>Explain that you can give them a &lsquo;plug&rsquo; that would stop all of that happening: income protection. Chances are, your client will want to learn more.</p>","image":null,"layout":"left","background":null,"disableBottomSpace":false}}},{"head":{"label":"Budget planner and PIGY","type":""},"content":{"name":"featureDetails","reactName":"Athena.featureDetails","id":"5b7ddcbe-b6a8-4eac-9de9-bc101a64765a","type":"static","props":{"Id":null,"titleHeading":null,"description":"<p>Employing a simple questioning and listening technique will help your clients understand the impact of losing their income.</p>\n<p>Using a budget planner with the &lsquo;PIGY&rsquo; question structure can illustrate the emotional side of income loss. Start by totalling everything your client pays for with their take-home pay. Then compare it to the support the government would provide if they were too ill to work.</p>\n<p>You can now start asking the &lsquo;PIGY&rsquo; questions:</p>\n<ul>\n    <li>&ldquo;What <strong>P</strong>roblems would you face?&rdquo;</li>\n    <li>\t&ldquo;What <strong>I</strong>mplications would that have for you and your family?&rdquo;</li>\n    <li>\t&ldquo;What would you have to <strong>G</strong>ive up?&rdquo;</li>\n    <li>\t&ldquo;How would that make <strong>Y</strong>ou feel?&rdquo;</li>\n</ul>","image":null,"layout":"left","background":null,"disableBottomSpace":false}}}]}});</script>
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