Just Covered

Jo Pocklington, Director of Strategic Growth at Alexander Hall, talks to Wayne and Clodagh about the importance helping advisers embed protection into their mortgage conversations.After transforming the front-end customer journey for mortgages protection at Alexander Hall, Jo shares how building a compelling process can help get the protection conversation started early and help convince customers of its value.This episode also covers:Showcasing adviser belief and the power of ‘why’ through real-life case studies.How active listening and customer journey analysis can reveal why customers object and ensure advisers continuously improve.The need for better customer education on protection as early as the school years.This episode will underscore the crucial role advisers have in replaying the value and need of protection to customers, and the most effective ways to do it.Listen now!L&G Apply - Adviser Registration Ignite - Ignite | Mortgage Technology | Legal & General

What if the way you’ve always advised isn’t the best way to achieve great outcomes for your customers?Ash Borland is a mortgage broker business coach disrupting the traditional financial advice model. A former mortgage broker, Ash turned to teaching brokers to attract and retain clients using a process that’s based on behavioural economics, neuromarketing and social selling. The result? His clients see six-figure turnovers and better outcomes for their customers.In this episode, Ash talks to Wayne and Clodagh about how he went from working as a broker in a well-stocked pool to becoming an independent coach figuring out how to generate business leads. He shares some of the processes he teaches to financial advisers, including his pre-frame, frame and reframe approach.Also in this episode:The financial resilience check Ash believes every adviser should do.The ‘showing, not selling’ mindset of protection conversations, and how to do it.Ash’s career challenges, regrets and hero moment.Listen now to be inspired by Ash’s enthusiasm and proven successes that could inspire a new approach to financial advice.Listen nowL&G Apply - Adviser Registration Ignite - Ignite | Mortgage Technology | Legal & General

Wayne and Clodagh are joined by Elizabeth Bird of Chronos Wealth and Andrew Teeman of Mortgage Advice Bureau, to talk all things high-net worth financial planning and later life lending.Elizabeth and Andrew have a shared history – both work in finance, and both have been through divorce. Their careers have brought them together both personally and professionally, and the pair work together to add value to their clients’ financial planning. Both say their understanding of divorce allows them to have great empathy of many of their clients’ situations, impacting how they give their advice and run their businesses. “It’s an art,” says Elizabeth.In this episode, Elizabeth and Andrew highlight the common difficulties facing high-net worth clients, the upcoming changes to inheritance tax, and the need for careful, early planning. They also talk about the shifting realities of retirement: “It’s never been harder to get older and retire,” says Andrew.Elizabeth and Andrew also talk about:How good financial planning can bring a client’s financial future to life, showing them the ‘why’ of advice.The need for early financial education for children – and girls in particular – and the positive impact that can have on financial priorities and how we manage our money as adults.The power of telling clients you need to refer. “The best person isn’t always me,” says Elizabeth.Elizabeth and Andrew prove that good advice is about understanding both people and money.Listen nowL&G Apply - Adviser Registration Ignite - Ignite | Mortgage Technology | Legal & General

Big news! The Just Covered Podcast is adding a new voice you won’t want to miss. Say hello to Clodagh Morris, National Sales Director - here to deliver expert insights, real‑world stories, and conversations that make a difference. Stay tuned for your next must‑listen episode.L&G Apply - Adviser Registration Ignite - Ignite | Mortgage Technology | Legal & General

Nathan Wootton’s passion for a watertight customer journey fizzes in this episode of Just Covered. As Operations Director of Waddle, Nathan spends most of his time educating his advisers on how to educate their customers. And it’s not about the product – that doesn’t come for a long, long time, he says. Instead, making sure advisers can be the architects of effective conversations, without anxiety around the difficult parts, is key to building rapport, eliminating customer confusion, and gaining long-term customer trust for every part of their life journey.In this conversation, Nathan gives a glimpse into how award-winning Waddle does business – from having its own claims department, to its four-hour protection conversation with customers. Everything here is about making sure the customer knows exactly what they’re getting with their policy and beyond.Nathan also shares:The factors contributing to the protection gap and how advisers can help to close it.The importance of customer storytelling, and the rite of passage of an adviser’s first claim.  The daily habit that keeps Nathan grounded and striving for constant improvement.This conversation is sure to fire you up and inspire how you think about customer connection.L&G Apply - Adviser Registration L&G Apply - Adviser Registration Ignite - Ignite | Mortgage Technology | Legal & General