In this special episode of the Just Covered Podcast, our hosts Hazel Johnston and Wayne Holcombe are joined by Mike Jones, adviser at Mewstone Later Life. 

During the conversation, Mike discusses the latest product innovations in the later life lending space, and how advisers can use them to better support clients and provide them with a more bespoke service. He also reflects on the importance of consumer duty and how advisers can build trust with clients by ensuring they are well supported and informed of the implications of products over the client's lifetime. 

This episode also covers: 

• Mike's career experience to date, including his beginnings in retail banking and move to mortgage advice 
• Understanding the evolving later life market, and the challenges and opportunities for clients and advisers 
• The importance of a personal and client-centred approach when advising and educating clients, building a lifelong relationship built on trust

In this episode of the Just Covered podcast, Hazel and Wayne meet Monica Bradley, award-winning mortgage adviser and owner of Monica Bradley Associates. During this chat, she sets out the unique vision and ethos behind her firm, including her persistent emphasis on strong leadership. She also explores her approach to having a specialist team which ultimately enables each adviser to reach their maximum potential while delivering exceptional client outcomes. 

 This episode also covers:

· Understanding the financial adviser’s role as a lifelong partner to clients by helping them plan appropriately for unexpected events and navigate challenges as they arise.

· The importance of truly caring for your clients and effectively preparing teams so that they’re able to confidently and compassionately ask tough questions.

· How to keep clients regularly informed and engaged with the evolving financial landscape and the best channels, approaches, and communications tools for doing so.

We are excited to bring to you an extended “Technology Special”! 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.     
 
 We cover:

• James’s 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 “data prisoner” is and how to avoid becoming one
• The questions to ask of a technology provider before committing to add them to your business strategy
• Some of the ways James’s team uses the extra time that technology provides them and why this helps create a successful environment for advising on protection

If you are experienced in financial planning, mortgage, or protection advice and would like to feature in future episodes, please reach out to hazel.johnston@landg.com. Please also get in touch with any topics you would like us to cover on this podcast.

With 60% of businesses stating they’d 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.
In this episode Wayne and Hazel explore Nathan’s 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:

• Nathan’s 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 them
• How Nathan generates leads and demonstrates the need for multiple products to his clients
• What to look out for within a fact find to support Business Protection recommendations

During the episode we refer to Legal & General’s 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 hazel.johnston@landg.com. 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

If you’re 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. 
 
 We cover:

•  The risks advisers face if they don’t review their protection process ahead of the new consumer duty rules coming into force
• What are the elements that go in to creating the perfect protection referral?
• A claim’s story which could have been very different had the customer not been seen by a specialist 
• What makes a good protection adviser
• The commercial benefits of partnering with a protection specialist 

 If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to hazel.johnston@landg.com. 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 “Avoid foreseeable harm to retail customers”. 

But what if you are an adviser who doesn’t have time? What if you haven’t sold it for a while? What if you don’t 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. 
 
 We cover:

• Nic & Steve’s journey to setting up their business 
• What they believe has been key to their success
• How Nic & Steve ensure clients get a streamlined and consistent service  
• The benefits in using a protection specialist for your clients protection needs 

 If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to hazel.johnston@landg.com. Please also get in touch with any topics you would like us to cover on this podcast.

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.
 
 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:

• Neil’s 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 planning
• The benefits and importance of continuous client relationships and how to retain your customer base with one simple phrase

 During this episode you’ll hear us reference “Kelly” and her story being the reason why Neil was a winner of L&G’s 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 hazel.johnston@landg.com. Please also get in touch with any topics you would like us to cover on this podcast.

In this episode Wayne and Hazel are joined by not one but two fantastic guests – 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. 
 
 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:

• Why both belief in yourself and your product are everything
• How to create a sense of balance when it comes to managing client expectations and giving yourself time for your lifestyle
• Medical underwriting up front – yes really! 
• Using disclaimers and their importance within the advice process

 Wayne and I loved chatting with Natalie and Charlotte in which we are sure you’ll 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 hazel.johnston@landg.com

 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)

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 customer’s financial needs as well as the use of online tools and platforms.  
 
 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:

• Why diversification of offering is a great strategy not only for your business but how it also helps provide robust, holistic advice to your clients
• Why 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 Nicola’s business covers all aspects of a customer’s needs from will writing through to mortgages and beyond

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 hazel.johnston@landg.com. 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)

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 going… 
 
 Within Legal and General’s 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:

• Why Adrian feels business protection is a useful product to have in your toolkit
• The transferable skills Adrian feels set him up for success in this area
• An outline of the peaks and troughs within the first six months of Adrian starting business protection
• How Adrian developed his learning and CPD to be best placed to give this advice. 

 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 hazel.johnston@landg.com. Please also get in touch with any topics you would like us to cover on this podcast.

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 “coach” 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. 

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:

• Why having a strong personal brand helps your business and allows you to find “the right” clients
• Why an approach genuine to your personality is essential as a financial planner
• How to build lasting, caring client realtionships with a foundation of trust
• The benefits and importance of continuous learning to broaden your offering
• Please 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 hazel.johnston@landg.com. 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 client’s mindsets. 

We cover:

• Why insurance can be the key to long term financial planning
• How to help customers visualise the risk and their need
• Priyesh demonstrates the importance of focussing in on the type of client you feel
• you can work with best
• What you can do to help your existing clients if one has had a claim

In this episode of the Just Covered podcast, Hazel and Wayne meet Senior Financial Consultant, James Hindley from Embrace Financial. During the conversation, James reflects on a lifetime selling protection and critical illness cover - including how he harnessed his skills, knowledge, and adept understanding of the industry. He also discusses his entry point into financial services starting in sales, what’s changed over the years, and the continued power of storytelling, compassion, and empathy in offering meaningful, holistic advice to customers.  

 This episode also covers:

• How to take customers on a personalised, memorable journey by incorporating tangible stories and relatable value-added advice, based on different demographics and needs, while also meeting expectations around Consumer Duty.
• The importance of ongoing learning and continuous improvement for staying afloat in an evolving financial and legal landscape.
• Changing attitudes towards protection and critical illness cover, and how growing awareness around mental health and wellbeing is affecting uptake in advice services. 

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 Pete’s story here - https://www.legalandgeneral.com/adviser/protection/adviser-toolkit/our-claims/case-studies/people-stories/#pete 

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 George’s 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. 

This episode also covers;

•  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 find
• The 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. 

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 client’s 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 network
• Why no two clients are the same
• The 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 

Happy Podcastiversay! We are so thrilled to be reaching the one-year anniversary of our podcast. It’s 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 2023
• What you can expect from 2024

Special 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 hazel.johnston@landg.com 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 clients
• Intergenerational planning and equity release.
•  Mental health and the importance of checking in on each other

Overall, 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 –https://www.legalandgeneral.com/adviser/bank-of-family/

Charity mentioned -Men’s Mental Fitness charity - https://talkclub.org

Mind - https://www.mind.org.uk/

Dubbed the “Queen of Claims” by her colleagues and with an ability to keep protection advice both relatable and understandable – it is safe to say Amy Whittingham is one of the industry’s 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.

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:

• Amy’s journey and what it meant to be Future Proof’s first ever employee
• The reasons why it is crucial to be having a robust and holistic protection conversation
• The importance of true listening and taking the time to find the right solution
• Balancing affordability, wants and needs when it comes to protection advice
• Why we should never walk past a protection conversation, even if it looks like the customer is fully covered

If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to hazel.johnston@landg.com. 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 

In this special episode of the Just Covered Podcast, our hosts Hazel Johnston and Wayne Holcombe are joined by Mark Lambert, Director at Viva Retirement Solutions.

During the episode, Mark discusses the versatility of lifetime mortgages and the positive impact they can have for clients and their families. He also talks about educating clients on some of the common misconceptions surrounding LTMs and his holistic approach to providing advice to clients on their retirement options.

The episode also covers:

• Leveraging your professional network to help maximise the financial benefits available to clients
• Some of the use cases for lifetime mortgages, including providing a financial gift to family members, paying off an existing mortgage and more
• Helping to change client perceptions of LTM products and busting common myths

In this episode of Just Covered, we meet Gemma Cuff, founder of Gemstone Mortgages. As one of the leading mortgage brokers in Colchester, Gemma tells her unique story around starting her own business – going into remarkably honest detail about her personal challenges and how she’s expanded her brand over the years and responded to changing demands. She also explains some of the philosophy behind how she recruits and trains staff, as well as her crucial use of technology and social media to grow her business organically.

This episode also covers:

· How to use personal experiences in the protection conversation to deliver personalised advice that help clients truly relate. 

· The importance of training, teamwork and regular meetings in building a successful team of advisers.

 · Key learnings for advisers looking to become self-employed or start their own financial services organisation.

n this episode of Just Covered, we invite Fraser Kerr, Regional Director of Scotland for abrdn. During this insightful half-hour chat, Fraser charts his career journey, from washing dishes to his current senior financial position, reflecting on the key pearls of wisdom he now imparts as a leader to his team. His relentless focus on a people-first approach to financial planning is inspiring – seeing advisers as a source of clarity and peace of mind for families amidst turbulent market conditions and often-testing life events. We thoroughly recommend a listen…

This episode also covers:

· The importance of using cashflow modelling to bring your financial advice to life.

· How to balance client needs with their emotional capacity for loss to provide the most effective advice.

 · The best, and most empathetic, stage to bring financial solutions or products into the adviser-client conversation.

In this episode of Just Covered, we meet Phil Jeynes, Director of Corporate Strategy at Reassured. Phil is a well-recognised and respected protection expert with more than 20 years’ experience. During our thoughtful chat, he reflects personally on the change he’s seen across the industry, particularly around emphasis for ongoing customer care and how training has evolved. He also talks about his health scare, with cancer, and the financial and emotional piece of mind that critical illness cover was able to offer him at an extremely challenging time. 

This episode also covers: 

· The evolution of protection sales, from sometimes aggressive and shocking tactics, to consultative and empathetic longer-term approaches. 

· The importance of early and ongoing communication around protection policies to provide maximum benefit to the customer. 

 · The changing culture around accepting and discussing mental health issues and the financial and emotional burden of being either mentally or physically ill. 

In this episode of Just Covered, Hazel and Wayne invite Legal & General Performance Manager, Barry Kellegher. Unlike many, Barry has a unique perspective on customer protection, having been on both sides of the fence. He talks honestly about how his personal health crisis has transformed his outlook on life, death and critical illness cover. And most importantly, he opens-up on how he now views the value of his own work, including how it informs the advice he gives to other people. It’s a touching, thought-provoking insight.  

This episode also covers:

· Life insurance and critical illness cover and the emotional relief they provide to customers and their families during otherwise challenging times.

· Helping clients prepare for the unthinkable and having difficult discussions, while still delivering exceptional and empathetic service.

· The importance of encouraging your customers to talk about their lifelong aspirations and goals, as well as their long-term wishes for family, as part of holistic financial advice.

In this episode of Just Covered, we meet independent financial adviser, Hulya Gunay, for a divorce-focused special. Hulya’s story is unique and inspiring. Driven by a combination of personal and professional experience, she established her own firm in 2018 that’s carved a niche in the market specialising in representing women as they navigate key turning-points and transitions in their lives. Today, it’s her passionate mission to empower female professionals and business owners to find financial freedom. She also holds a strong belief in the crucial role of financial advisers in navigating divorce. Listen to her powerful story…

This episode also covers:

· Hulya’s client acquisition strategy and approaches to building long-relationships and trust with clients, especially post-divorce.

· How women can be neglected from marital financial planning, and the often-overlooked extent of financial abuse and manipulation in relationships.

· The importance of consulting financial advice as early as possible in the divorce process and other key divorce challenges.

 In this episode of Just Covered, we’re honoured to be joined by Vanessa Barnes, chartered financial planner and recently appointed board member of the Consumer Duty Alliance. Vanessa is a trailblazer in many ways, running an all-female financial firm, she’s a powerful and dedicated advocate for women and the unique financial challenges they face, amongst many other things. This thoughtful discussion covers a range of key topics, like helping clients to find happiness in retirement, and details some of her own techniques for dynamic financial planning, like ‘the bucket method’. Take a listen…

This episode also covers:

· The evolution of financial planning from product-focused to life-centric approaches.

· Attracting women into the profession and how the industry can improve education, awareness and collaboration to support this.

· How advisers can empower their clients and deliver long-term emotional and financial wellbeing, especially into retirement.

Ollie Popham| Evolving financial advice in pursuit of customers’ best interests

In this episode of Just Covered, we meet Ollie Popham, Senior Sales Manager at Cavendish Online. Since the turn of the millennium, Cavendish has been of one the industry’s most exciting success stories. The company has grown from a small internet startup into a UK-wide organisation, with hundreds of staff. And it’s been repeatedly celebrated as a market leader through continuous nominations and, often success, in well-established industry awards. Ollie sheds some light on the company’s origin story, innovative strategies and pioneering use of technology in customer engagement and the importance of its culture in driving success. 

This episode also covers:

· How AI is transforming financial advice and protection sales, improving training, creating efficiencies and augmenting how advisers work and support their customers

· The importance of putting value before price during customer conversations and always enforcing a customer-centric approach

· How to educate customers, and present options during client conversations, so that they can make informed decisions that put their interests first.
 
 

In this episode of Just Covered, we're excited to host Stephanie Charman, the new CEO of the Association of Mortgage Intermediaries (AMI), and our very own Vikki Jefferies, who has recently assumed her new role as Market Development Director. In this friendly and lively chat, they discuss their diverse backgrounds in the industry and the transitions that led them to their current positions. Gladly, they also share personal insights on current mortgage market conditions, changing regulations, and, perhaps refreshingly, their positive outlook on the future. They also discuss some of the game-changing initiatives they’ve recently been involved in. It’s an entertaining and informative hour-long chat…

This episode also covers:

• Some of the ongoing work and research of the AMI, including their collaboration with Legal & General. 
• Key drivers of industry change like the rise of Green Mortgage Advice initiatives, AMI’s Protection Viewpoint, the Working Mortgage Scheme, and other leading schemes and innovations.
• The variety of roles available in the financial services sector and the importance of mentorship in supporting advisers to realise their career goals.

In this episode of Just Covered, we meet Robin Melley, a founder and director of the Consumer Duty Alliance and co-founder of the Financial Vulnerability Taskforce. As the only person to win UK Chartered Financial Planner of the Year twice, Robin is a force to be reckoned with. We were lucky enough to get his insight into the evolution of the Financial Vulnerability Taskforce. And hear about his more recent work with us on the Thematic Review checklist, which has already proven a transformative tool for helping advisers with Consumer Duty. Don’t miss this one…

 This episode also covers:

· Common misconceptions around vulnerability, and the importance of building awareness of it into every financial plan.

· The five key questions Robin recommends you ask every client seeking financial advice.

 · The need to build trust and engagement as an industry to bridge the advice gap and further enhance client outcomes.

Bob White | Bridging the gap: Collaboration, learning and later life lending

In this episode of Just Covered, we sit down with Bob White, an adviser at Mortgage & Lifetime Solutions with over 30 years' experience. Having started his career in Mortgages and Protection, Bob qualified as a lifetime mortgages adviser 15 years ago and is passionate about the need for advisers to continually learn and improve their knowledge. Bob also discusses how advisers can collaborate and refer clients, to help prioritise their interests and achieve the best possible outcomes.

This episode also covers:

•  How equity release can be a game-changer for clients who prefer to stay in their homes rather than downsizing, despite the challenges and costs associated with moving.

•  The ever-evolving nature of financial products, and the necessity of staying updated through training meetings, seminars, and conferences to provide the best advice to clients.

•  The importance of collaboration amongst advisers to ensure clients' future needs are met, advocating for a duty of care that prioritises the best interests of clients.

Charley O’Neill | Mortgage Mum: Finding work-life balance and flexibility in financial services

In this episode of Just Covered, we meet Charley O’Neill, Senior Mortgage and Protection Adviser and Head of New Build at Mortgage Mum. A mother of two, Charley’s journey in financial services began after leaving school. She earned her stripes in customer service at HSBC, before eventually becoming a qualified Mortgage Adviser in 2015. But after returning from maternity leave, she found traditional industry working patterns strained her personal life. Determined, she sought to find an organisation that would recognise and value her needs as a working parent. Her success is an inspiration for any adviser, but especially those with families.

This episode also covers:

· The ethos and community behind Mortgage Mum and the benefits of forward-thinking and flexible ways of working, compared to traditional working practices.

· The importance of personable communications with clients and how different approaches can support this. 

 · An insight into New Build schemes, buyer incentives and valuable tools, like Own New’s Rate Reducer.

Rhian Mannings | Turning trauma into triumph: Filling the vacuum in bereavement support

This episode contains reference to suicide and infant death that listeners may find upsetting.

In this episode of Just Covered, we speak with Rhian Mannings, founder of the 2Wish Charity about her emotional and thought-provoking story. In 2012, Rhian suffered a deeply profound and challenging experience, losing both her infant son and husband in just a matter of days. It changed her life forever. And, the clear absence of bereavement support in her Welsh community caused her to set up her own charity service. Today, it operates in England too and her incredible work has been recognised with an MBE, the New Year Honours list, and more. It’s a powerful story that some listeners may find upsetting.

This episode also covers:

· The best ways to approach grieving and traumatised clients, as well as dealing with children in traumatic circumstances. 

· Key challenges for bereavement services in the UK.

 · Understanding some of the financial implications of loss and the role of advisers in empathetically addressing these issues.

For more information on the 2wish Charity visit - Home - 2 Wish

Sidney Wager | Guiding professional growth: Being comfortable with the uncomfortable 

In this episode of Just Covered, we meet Sidney Wager, newly appointed Managing Director at L&C. Well known across the Mortgage industry, Sidney stands out for his diverse, sector-spanning career. Something that not only gives him an original industry perspective but has, no doubt, informed his success over multiple decades and roles. During our chat, he’s able to share some real gems about career longevity, professional agility, adapting to change, and confronting new challenges.

This episode also covers:

· The role of mentoring and support in delivering the next generation of financial talent.

· Embracing professional growth and navigating new roles and confronting other key challenges with confidence.

 · The importance of understanding the customer's voice and having a broad skill set to be a strong leader.

Stuart Borthwick | Doing the right thing: Customer care, community and forging real client relationships

In this episode of Just Covered, we meet Stuart Borthwick from Dartmoor Financial LLP – an adviser working in mortgage, equity release and estate planning for over 20 years, and specialist in later life lending. Working for a family-run, independent firm operating on the edge of Dartmoor, Stuart has a unique story. But what comes across most during our 45-minute chat is his genuine passion and enjoyment for his work. He puts proud emphasis on integrity, people-first advice, community and building real long-term connections with clients. It’s a heart-warming, yet insightful discussion.

This episode also covers:

· Rethinking client vulnerability, Consumer Duty and avoiding longstanding assumptions about what makes clients vulnerable.

· Community networking and the importance of building a community of financial support that can enhance your offering to clients.

 · Knowledge sharing and moving beyond the traditional client-adviser relationship to build meaningful and lasting connections with customers. 

 Matt Brown | Recognising opportunity: Supporting the next generation of intermediaries

In this episode of Just Covered, we meet Matt Brown – HL Partnership’s new Propositions Director. Already a respected figure in the mortgage sector, Matt has 20 years’ experience working at firms like PRIMIS Mortgage Network, eConveyancer and NatWest. We were delighted to discuss his career so far, as well as the challenges and opportunities he currently sees in the intermediary space. We also heard about HLP’s success at our BQA awards. And, we got to uncover some of his key tips for new advisers and intermediaries, especially around training and embracing emerging technologies. 

This episode also covers:

· Balancing risk and customer needs when developing propositions.

· The importance maintaining a balance between work and personal life and the role of discipline in achieving this.

 · The role of new technology, including AI, in enhancing adviser efficiency and customer interaction, as well as supporting personalised advice.

In this episode of Just Covered, we meet Andrew Jenkins – an inspirational individual with a background in sales and business leadership. He’s also well known as a contestant from BBC One’s popular series, The Traitors. In 1999, Andrew’s life was turned completely upside down by a horrific road accident. The experience and subsequent recovery led him to become a dedicated advocate for wellbeing and personal growth. Today, he works as a mental health coach and motivational speaker, while supporting numerous charities. Remarkably honest and open about his struggles – his story is powerful, thought-provoking and universally relevant. Don’t miss this one.

This episode also covers:

· Steps and considerations for properly supporting the other people in your life, whether that’s relatives, colleagues or friends and having honest and meaningful conversations. 

· Building a growth mindset, overcoming fear of failure and being your most-authentic self, both personally and professional.

 · Breaking down traditional stigmas around counselling and mental health support, especially for men.  

In this episode of Just Covered, we meet David Mead, founder of multi-award-winning protection specialist, Future Proof. From humble beginnings, David started Future Proof in 2011, and in their early days they began managing orphan clients for a major provider that closed. By 2018, St. James’s Place (SJP) had acquired them, and today, they’ve handled over 25,000 referrals from over 2,600 advisers. He also now sits as Head of Protection for SJP. We dig into his journey, the organic growth of his business and his passionate philosophies around protection. He even helped pioneer the ‘write it, or refer it’ approach, so take notes…

This episode also covers:

• David’s 25-year journey in financial services, and how he’s successfully expanded his business along the way.
• The importance of pre-sales support, regular and ongoing communications and back-office support.
• The impact of Consumer Duty on the protection industry.