It is the layer that keeps the client when the market does something you did not promise. Most advisory books are missing it for reasons of identity, not economics.
The senior-market conversation sits directly beside the one you are already having about drawdown, tax and legacy. Handing it to someone else does not protect the relationship — it introduces a second adviser into it.
JLS supplies the process, not a product pitch: where insurance belongs in a plan you already built, how to raise it without sounding like a salesperson, and what it does to retention and referral flow over a full cycle.
Free access: “Diversifying Your Client Services” training course ($499 value).
Get the brochure & free courseNinety minutes on the Six Pillars, the myths costing you money, and how the scenario engine runs. Bring a live case.
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