"The protection gap is not going to close on its own. It requires deliberate action from firms that are willing to adapt how they operate."
The FCA’s interim findings from its pure protection market study should give the industry some confidence. In broad terms, protection products are working, and many customers are receiving fair value. That’s the good news.
The harder truth, which the report brings into focus, is the scale of the protection gap across the UK. Large numbers of households remain either uninsured or underinsured, despite clear need.
Most brokers do not need convincing of the importance of protection. The challenge is practical. In a busy brokerage, carving out the time and headspace for detailed protection conversations isn’t straightforward. That pressure has only intensified in recent months, with advisers dealing with a steady flow of product withdrawals and repricing across the mortgage market. When pipelines are full, and clients are anxious about rates, protection can become a rushed add-on rather than a properly explored need.
That is where we are seeing a clear shift in behaviour. Increasingly, firms are looking at how to build capacity in a more targeted way by bringing in dedicated protection-only advisers. Rather than expecting mortgage advisers to cover everything, firms are choosing to specialise parts of the journey.
It is a simple idea, but it can transform both the quality of advice and the consistency of client outcomes.
A protection-only adviser has the time to focus on conversations that are often sensitive and require care. They can properly assess risk, challenge assumptions and ensure clients understand the implications of going without cover. That depth is difficult to achieve when it is squeezed between sourcing a mortgage and managing a chain. The result is not just higher take-up, but better-informed decisions.
There is also a clear Consumer Duty angle. Firms are expected to act to deliver good outcomes and reduce the risk of harm. Leaving clients without appropriate protection is an obvious gap. Bringing in specialist resource helps address that head-on. It creates a more robust advice process and gives firms greater confidence that they are meeting their obligations.
We have seen this trend play out through our own recruitment activity. More principal advisers are asking for support to identify and place protection specialists within their businesses. It is no longer seen as a nice-to-have. It is a must-have, a strategic decision to drive better outcomes and build a more resilient proposition.
Our in-house recruitment team has been set up to support that growth. We work closely with firms to understand what they need, whether that is experienced advisers, those looking to specialise in protection, or additional administrative support to keep cases moving.
Structured recruitment support is a critical component for any adviser looking to grow a successful and sustainable advice business. It’s an area where we’ve continued to place increasing emphasis, expanding our recruitment team to help principals identify and attract the talent they need to grow. Importantly, it’s something we offer free of charge to our principal advisers, which isn’t always the case with other brokerages or networks.
The growth in protection-only roles within our network reflects this growing demand. Before the end of 2025, we had more than tripled the number of protection-only advisers, increasing from six to 19. That figure has continued to rise and now stands at 32.
It is a clear indication that firms are not just talking about doing more on protection; they are investing in it.
This is not about replacing the role of the mortgage adviser. It is about strengthening the overall advice model. By introducing specialists, firms can accelerate their ability to have meaningful protection conversations without placing additional strain on already busy teams. That in turn can drive higher quality outcomes for clients and more sustainable growth for the business.
The protection gap is not going to close on its own. It requires deliberate action from firms that are willing to adapt how they operate. For many, that means recognising that protection deserves dedicated focus. The firms making that shift now are likely to be the ones best placed to serve their clients and grow in the years ahead.
