One of the most useful discussions at Cornerstone Expo 2026 focused on why the protection gap still exists and what advisers can realistically do to address it.
Hosted by Claire Cherrington of PMS Mortgage Club, the session brought together views from across the industry, including networks, providers and advisers.
The discussion focused on sharing practical ideas advisers could take away and use straight away.
1. Protection Needs to Be Part of the Process
A key point raised was that protection is still too often treated as an add‑on rather than part of the main advice journey.
The panel agreed protection works best when it is built into the conversation from the start, alongside mortgage or financial advice.
Positioning protection as part of a wider discussion about affordability, risk and long‑term security helps clients better understand its purpose.
2. Confidence Comes From Keeping Things Simple
The panel acknowledged that many advisers avoid protection conversations due to lack of confidence or fear of getting it wrong.
The message was clear that protection does not need to be complicated to be effective.
Starting with shortfalls, priorities and realistic budgets is often enough to have a meaningful conversation.
Doing something imperfectly is better than doing nothing at all.
3. Small Process Changes Make a Big Difference
Several panellists highlighted that consistent processes often deliver better outcomes than working longer hours.
Setting expectations early, breaking conversations into stages and always booking the next meeting helps make protection part of normal advisory activity.
Annual protection reviews were also highlighted as a simple way to keep conversations relevant and ongoing.
4. Value Is More Than Just a Claim Payout
The discussion also focused on the growing importance of value‑added benefits such as mental health support, early intervention and rehabilitation services.
Many clients are unaware these services exist or that they can access them without making a claim.
Explaining this value helps clients see protection as ongoing support rather than a policy they hope never to use.
5. Advisers Do Not Have to Do Everything Themselves
The panel strongly agreed that while the protection conversation must happen, advisers do not have to handle every element personally.
Referral routes and network support were discussed as practical solutions when time or capacity is limited.
Ensuring clients have access to proper protection support was viewed as more important than who delivers it.
A Clear Takeaway for Advisers
When asked what advisers should do differently, the answers were consistent.
Keep it simple, stick to a process, have the conversation and ask for support when needed.
The session reinforced that protection advice is about steady, consistent action rather than pressure or perfection.
Insights shared by panellists from PMS Mortgage Club, Guardian Financial Services, Royal London, Veritas Financial Group Ltd and the Cornerstone team.
