Let’s Talk Income Protection Podcast

Short Term or Full Term IP: It’s Not Either/Or (S3,E3)

In this episode, Stevie and Matt explore why short-term often becomes the default, from fear of price and pushback to the temptation to secure an easier “yes”. More importantly, they show how to shift the conversation back to what really matters: how long the client actually needs their income for. This isn’t about saying full-term is always right or short-term is wrong. It’s about making the decision deliberately, based on the client’s situation, not the adviser’s assumptions. 

The Path of Least Resistance: Why Advisers Undersell IP (S3,E2)

Why do advisers sometimes undersell income protection even when they know how important it is? In this episode of Let’s Talk IP, Stevie and Matt look at the moments where conversations wobble. They unpack why this happens, from adviser mindset and fear of pushback to the temptation to take the “path of least resistance”. More importantly, they explore how to hold your recommendation with confidence, handle objections calmly, and keep the focus on what clients actually need.

Why Income Protection Conversations Fall Apart and How to Fix Them (S3,E1)

In this episode, Stevie and Matt dig into the real reasons IP discussions stall, and it’s rarely about product or price. Instead, they explore the psychology behind effective conversations, from mindset and framing to expectation-setting and sequencing. Using real-world examples, they show how goal-based advice, income resilience, and better conversation structure can completely change how IP lands with clients. The result is clearer, more confident discussions that feel natural, valuable, and genuinely helpful.

Let’s Talk Income Protection Season 3!

Season 3 of Let’s Talk Income Protection is here! Shorter episodes. Less industry talk. More real-world income protection conversations that actually work. Matt Chapman brings field-tested coaching insight, while Stevie Arnoldi challenges it from a real client’s perspective. If you advise on mortgages, protection or financial planning and want better IP conversations, this season is for you. Follow or subscribe to Let’s Talk IP wherever you get your podcasts so you don’t miss any episodes!

Keep Britain Working – The Conversation (S2,E9)

In the final episode of Season 2 of Let’s Talk Income Protection, Matt Chapman is joined by three expert voices to unpack what the report is really saying, and what needs to happen next: Dr Julie Denning (Working to Wellbeing and Chair of the Vocational Rehabilitation Association), Monica Garcia (MT Consulting and Trustee of the Vocational Rehabilitation Association), and Roy McLoughlin (Protection Distributors Group).

Consumer Duty is Changing How We Protect Clients Forever (S2,E8)

Consumer Duty regulations are reshaping protection advice by shifting the industry from box-ticking compliance to a genuine focus on client outcomes. This shift enables advisers to deliver more meaningful, goal-oriented conversations about financial security. In this episode, Keith Richards (Consumer Duty Alliance) joins us to discuss how things are shaping up 2 years on, before we get an adviser’s view from Jiten Varsani (FortyOne Money).

Menu and Multi-Benefit Plans: A Smarter Way to Approach Protection (S2,E7)

Income protection usage is growing significantly, with multi-benefit plans showing a strong upward trend as advisers deliver more comprehensive protection recommendations to clients. In this episode, Matt and Stevie are joined by Zoe Mears (iPipeline) to dig into what the latest data is telling us about trends in this space and Gemma Sawyer from (Switch Financial Services) to get a real-world view from the adviser side.

The Adviser’s Guide to Building a Personal Brand in the Digital Age (S2,E6)

In the latest episode of Let’s Talk Income Protection, Matt and Stevie dive into a topic that sparks a lot of opinions — social media. Whether you love it or avoid it, one thing’s clear: it’s not going anywhere. For advisers wanting to grow their brand and reach more clients, it’s time to get on board. To guide us through the landscape, we’re joined by two experts who live and breathe this stuff: Rosalia Lazzara and Ash Borland.

Vocational Rehabilitation: The Missing Link in Income Protection – A 7 Claims Story (S2,E5)

In this episode, Matt and Stevie take a deep dive into vocational rehabilitation, a crucial but often overlooked part of the claims journey. This episode forms part of the IPTF’s ‘7 Claims Stories’ series and explores how tailored rehab support can transform a person’s recovery after illness or injury. They’re joined by Phil Deacon, who leads the project, alongside vocational rehab consultant Monica Garcia and protection adviser Charlotte Rogers, who each bring a unique perspective on helping people get back to work with confidence and care.

Unlocking Business Protection (S2,E4)

In this episode, Matt and Stevie get down to business…business protection that is! Business protection represents a massive gap in the UK market, with just 1% of protection sales despite a £1.35 trillion opportunity, because nearly every client you speak to is likely connected to a small or medium-sized enterprise that needs protection. This episode is highly technical and features three interviews, each offering a different level of expertise in the field. Our guests include Tara Cohen (The Mortgage Centre Direct), Nathaniel Lee (Business Protected), and Dave Butler (L&G).

The Untapped Power of Mutual and Friendly Societies in Income Protection (S2,E3)

In this month’s episode, Matt and Stevie explore the unique role of mutual societies and friendly societies in the income protection market, examining their history, customer benefits, and future growth potential under the new Labour government by speaking to Andrew Morris (CEO of Cirencester Friendly) and Nicola Huxley of (Sphere Financial Services)

Why Women Struggle to Protect Their Income: Insights and Solutions (S2,E2)

In this month’s episode, Matt and Stevie speak to Rose St Louis (Scottish Widows) and Joanna Streames (Velvet Mortgage) about the notable gender gap in income protection, the latest research done by Scottish Widows on this subject and the challenges women face in securing their financial futures.

How Your Mindset Can Make or Break Your Income Protection Advice (S2,E1)

Do you ever catch yourself assuming clients will say no before you’ve even had the conversation? Your mindset could be the biggest factor holding you back from success in Income Protection. In this episode, we break down the biggest mindset traps advisers fall into and how to reframe them for better results. We’re also joined by an expert guest, Anish Patel (Aniche Mortgages) to discuss his mindset journey from an “ok” to a “confident and assured” adviser before answering your questions and providing you with actionable advice to improve your mindset and skills.

Breaking Financial Taboos with Andrew Russell (S1,E8)

Andrew Russell joins us to share how advisers can have honest, meaningful conversations about income protection, tackling sensitive topics like illness and loss with confidence, clarity, and care. In #AskIPTF, we explore choosing the right provider and how advisers can better reach the rental market. Matt rounds things off with four practical Top Tips to sharpen your protection advice.

Prioritising Income Protection During the Mortgage Advice Process with Ollie Basnett (S1,E7)

We speak to Ollie Basnett from New Homes. Together, we uncover why income protection should be a top priority for clients, especially when purchasing a new home. In #AskIPTF this week, we’ll be answering some of your burning questions with questions on ASU policies and Executive Income Protection. And of course, we finish up with Matt’s Top Tips of the Week, covering simplification, the use of stories and prioritisation.

Integrating Income Protection with Sarah Parkin of Hollybeck (S1,E6)

Ever wondered how to make income protection a natural part of every financial plan? Sarah Parkin from Hollybeck shares how she seamlessly integrates it into advice, strengthening client relationships and building resilience. In #AskIPTF, we tackle clients declining cover and handling exclusions, before Matt closes with tips on income stress testing, embedding protection into advice, and leaning into professional development.

Understanding the Psychology of Selling Insurance with Julie Botha from Vitality (S1,E5)

Ready to rethink how you talk about income protection? Vitality’s Julie Botha joins us to explore the psychology behind powerful client conversations and how storytelling can turn technical insurance talk into meaningful discussions about security and the future. We also hear Matt’s top tips on introducing protection early, focusing on the real problem, and using “walk me through…” to deepen client understanding.

Celebrating a Decade of Impact: The 7 Families Project and Humanising Income Protection (S1,E4)

Ten years on, we revisit the impact of the groundbreaking 7 Families Project as Karin Lloyd reflects on how it reshaped perceptions and supported families in need. In #AskIPTF, we explore Universal Credit objections and what holds advisers back from recommending income protection. Matt closes with practical advice on focusing on what truly matters to clients and speaking in language that resonates.

Life’s Uncertainties Need not Spell Disaster – How IP safe guarded Tracey Boyd’s client (S1,E3)

This episode follows Damian Bamford’s powerful story of illness, uncertainty, and how adviser Tracey Boyd helped him secure the income protection that became his family’s financial lifeline. We also tackle your listener questions in #AskIPTF and finish with Matt’s top tips on prioritising financial resilience over hard selling and confidently overcoming client objections.

Embracing the Lifeline of Income Protection with Hanna McKallip and Charlotte Rogers (S1,E2)

This episode features advisers Hanna McKallip and Charlotte Rogers, who share powerful personal stories that reveal why income protection is truly life-changing when the unexpected happens. We also open the #AskIPTF hotline for your questions, share the latest IPTF initiatives, and round things off with Matt’s tips on thinking beyond short-term plans and bringing client conversations to life.

Fortifying Your Client’s Finances with Expert Income Protection Advice (S1,E1)

This episode dives into the real-world value of income protection with behavioural specialist turned adviser Keiran Leeder, who shares powerful client stories that show why safeguarding your income matters. We then open the #AskIPTF hotline with seven advisers to explore how income protection supports home ownership and long-term security. Finally, Matt wraps up with actionable weekly tips, championing collaboration, confidence, and informed advice.