Protection Advice Lab - How to advise protection

Two half-days

20 & 21 October 2026, 09:30 - 12:30 (UK time)

A practical workshop, delivered over two half-days, for advisers who want calmer, clearer protection conversations.

This workshop focuses on how protection conversations really start and where they usually wobble. We begin with mindset and proposition — how advisers show up from the very first conversation. When advisers hesitate, soften their language, or sound unsure of their role, clients feel it immediately. This session gets advisers clear, confident, and consistent in how they position protection, then moves into affordability and budget. Instead of treating numbers as a compliance hurdle, we work on using budget as a planning conversation, helping advisers reassure clients and maintain momentum rather than retreating when money is discussed.

Public course booking

Members: £209pp
Non-members: £269pp

To book this workshop for yourself or up to 6 Delegates, please complete the below form:

Corporate (In-house) training

To book this workshop for your company as a corporate (in-house) training session for between 7-16 Delegates, on a date that's convenient for you, please complete the below form to register your interest:

Summary

Dates: 20 & 21 October 2026

Timings: 09:30-12:30 (UK time)

 Duration: Two half-days

 No of attendees: Up to 14

Format: Online - virtual delivery

CPD: Recognised

Trainer: Paul Archer

 Price: £209 Members / £269 Non Members

Workshop Overview

From there, the day moves into discovery, commitment, and how advisers move conversations forward. Fact‑finding is treated as a human conversation, not a form — focused on uncovering real need rather than polite agreement. Advisers practise building genuine intent, presenting recommendations clearly, and handling resistance without becoming defensive or backing off too early. The emphasis throughout is on calm leadership: staying with the conversation, responding confidently to hesitation, and helping clients progress without pressure or awkwardness.

Session 1 – Foundations of Confident Advice

Setting the tone and positioning from day one

• Mindset Makeover
• Your Client Proposition

Getting advisers clear, confident and consistent in how they show up. This session aligns the mindset and proposition so advisers stop hesitating and start leading conversations properly.

Session 2 – Affordability, Budget & Reassurance

Turning numbers into meaningful conversations

• Advising at Affordability
• Establishing Budget
• Building Commitment

Helping advisers move beyond compliance led to affordability in client-led discussions. The budget becomes a planning tool, not a barrier, and advisers learn to reassure clients throughout the advice process.
 
Session 3 – Discovery & Commitment

From better questions to real intent

• The Art of Discovery – Masterful Factfinding

Fact finding as a human conversation, not a form. Advisers learn how to uncover real need and then build genuine commitment.

Session 4 – Presenting and Handling Resistance

Moving clients forward with confidence

• Presenting Your Solution
• Going Beyond Objections

Clear recommendations, calm objection handling. Advisers leave knowing how to present solutions confidently and keep clients moving, not stalling.

What will I achieve by attending the workshop? 

By the end of the workshop, advisers will be able to:

• Show up more confidently and consistently in protection conversations, with a clear sense of role and proposition, rather than hesitating or softening their language.
• Introduce protection naturally and earlier, positioning it as part of responsible advice rather than something bolted on at the end.
• Run discovery conversations that feel human, not form led, uncovering real priorities and concerns rather than settling for polite agreement.
• Talk about affordability and budget with greater ease, using numbers as a planning tool instead of a compliance hurdle.
• Build genuine client commitment, moving conversations beyond vague awareness towards clear intent.
• Handle hesitation and resistance more confidently, staying with the conversation rather than retreating at the first sign of uncertainty.
• Guide clients from interest to action without pressure, so decisions feel considered, appropriate, and client owned.

The aim isn’t to turn advisers into salespeople. It’s to help them lead better conversations, the kind clients recognise as professional, reassuring, and worth acting on.

Who should attend?

All practising mortgage and protection advisers, mortgage brokers and financial advisers, new or experienced. Wealth Managers or Holistic Advisers

Corporate Solutions

As part of our commitment to advancing professional standards within the sector, the CII offers a comprehensive suite of training and development solutions. These are designed to provide a structured, collaborative approach to skills enhancement, fully aligned with our internationally recognised Professional Map.  We offer workshops covering exam revision, technical training and business and leadership topics. 

Whether you're looking to upskill employees, support career progression, or drive business success, our bespoke training solutions can elevate and future proof the competencies required across your workforce. 

A full list of courses can be viewed in our Training Catalogue.

Public course booking form

Corporate (In-house) training

Interested in other courses?

For enquiries about this course, please email to: business.enquiries@cii.co.uk

Please note: The price of the workshop is based on British Pound Sterling (GBP). The purchase price will be processed using the relevant international currency conversion rate at the point of sale. Contact us for further information.

CII workshops are sold on a first come first serve basis, and therefore availability may change, depending on the number of bookings received. Once a workshop becomes full, the above date will no longer be available, and new dates will be published.

We reserve the right to postpone the above workshop dates, subject to a minimum number of bookings received. Your booking will only be confirmed, once payment has been processed and you receive a booking confirmation email from the training team.

Can't attend on this date? Register your interest in other training workshops and future dates.

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