Pink has begun a fortnight of protection ‘masterclasses’ for its ARs.

The network explained that the masterclasses have been put together to help advisers make the move from just talking to clients about mortgage protection to opening up the subject of wider protection in order to ensure that a client and their family is fully insured for whatever might befall them.

The master-classes will tutor Pink advisers as to where the ‘touch points’ are during the usual process of completing the mortgage fact find, such as what answers and information you should look for from the client as a key that they may need some form of protection in that area of their lives; this will help advisers to get the right information to help protect the client and their family, Pink says.

The masterclass will also cover how to ask the right questions to gain the soft facts which you need in order to meet the clients’ needs for additional protection.

The events will be running around the country over the next two weeks in six regional half day events, put on for free by the network.

Jeff Woods, business development director for Pink, said: “Protecting a client and their family is one of the most important jobs an adviser can do, but for some advisers it can be easy to miss out this vital service at a time when mortgage volumes are picking up.

Pink’s masterclasses will help advisers to see how to integrate protection sales as part of the normal mortgage sales process that they go through so that it is integral to every mortgage sale and not something they intend to come back to later.”