Holding the Line: Overcoming Cost Objections to Full-Term IP

What do you do when a client says, “That’s too expensive”? In this episode of Let’s Talk IP, Stevie and Matt get into one of the toughest moments in an income protection conversation, when the recommendation meets resistance.They explore why advisers can be quick to soften recommendations when cost comes up, often not because it’s the right client outcome, but because discomfort creeps into the conversation. More importantly, they unpack how to handle objections calmly, re-anchor the discussion to the client’s goals, and hold the recommendation without sounding pushy or salesy. This isn’t about persuading clients to take more cover. It’s about making sure any compromise is a conscious client decision, not an adviser assumption made too early.If price objections have ever made you flinch or rethink your recommendation, this episode will help you approach those conversations with more confidence and clarity. Links from this episode:Industry Conversations - Episode 1: Misrepresentation - Understanding the Rise and Resetting the Narrative - https://iptf.co.uk/industry-conversations/📣 For More Education, Collaboration and Insight:IPTF WebsiteIPTF on LinkedInIPTF on YouTubeIP Task Force on InstagramIPTF on TikTokProduced and edited by SEA Studios