The Path of Least Resistance: Why Advisers Undersell IP

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. The price comes up, the recommendation gets softened, or a cheaper option is offered just to avoid an awkward pause.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.If you’ve ever felt that moment of hesitation in an IP conversation, this episode will help you recognise it and handle it better next time.📣 For More Education, Collaboration and Insight:IPTF WebsiteIPTF on LinkedInIPTF on YouTubeIP Task Force on InstagramIPTF on TikTokProduced and edited by SEA Studios