What if the way you’ve always advised isn’t the best way to achieve great outcomes for your customers?

Ash Borland is a mortgage broker business coach disrupting the traditional financial advice model. A former mortgage broker, Ash turned to teaching brokers to attract and retain clients using a process that’s based on behavioural economics, neuromarketing and social selling. The result? His clients see six-figure turnovers and better outcomes for their customers.

In this episode, Ash talks to Wayne and Clodagh about how he went from working as a broker in a well-stocked pool to becoming an independent coach figuring out how to generate business leads. He shares some of the processes he teaches to financial advisers, including his pre-frame, frame and reframe approach.

Also in this episode:

• The financial resilience check Ash believes every adviser should do.
• The ‘showing, not selling’ mindset of protection conversations, and how to do it.
• Ash’s career challenges, regrets and hero moment.

Listen now to be inspired by Ash’s enthusiasm and proven successes that could inspire a new approach to financial advice.

Listen now

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Ignite - Ignite | Mortgage Technology | Legal & General

Wayne and Clodagh are joined by Elizabeth Bird of Chronos Wealth and Andrew Teeman of Mortgage Advice Bureau, to talk all things high-net worth financial planning and later life lending.

Elizabeth and Andrew have a shared history – both work in finance, and both have been through divorce. Their careers have brought them together both personally and professionally, and the pair work together to add value to their clients’ financial planning. Both say their understanding of divorce allows them to have great empathy of many of their clients’ situations, impacting how they give their advice and run their businesses. “It’s an art,” says Elizabeth.

In this episode, Elizabeth and Andrew highlight the common difficulties facing high-net worth clients, the upcoming changes to inheritance tax, and the need for careful, early planning. They also talk about the shifting realities of retirement: “It’s never been harder to get older and retire,” says Andrew.

Elizabeth and Andrew also talk about:

• How good financial planning can bring a client’s financial future to life, showing them the ‘why’ of advice.
• The need for early financial education for children – and girls in particular – and the positive impact that can have on financial priorities and how we manage our money as adults.
• The power of telling clients you need to refer. “The best person isn’t always me,” says Elizabeth.

Elizabeth and Andrew prove that good advice is about understanding both people and money.

Listen now

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Ignite - Ignite | Mortgage Technology | Legal & General

Big news! The Just Covered Podcast is adding a new voice you won’t want to miss. Say hello to Clodagh Morris, National Sales Director - here to deliver expert insights, real‑world stories, and conversations that make a difference.

Stay tuned for your next must‑listen episode.

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Nathan Wootton’s passion for a watertight customer journey fizzes in this episode of Just Covered.

As Operations Director of Waddle, Nathan spends most of his time educating his advisers on how to educate their customers. And it’s not about the product – that doesn’t come for a long, long time, he says.

Instead, making sure advisers can be the architects of effective conversations, without anxiety around the difficult parts, is key to building rapport, eliminating customer confusion, and gaining long-term customer trust for every part of their life journey.

In this conversation, Nathan gives a glimpse into how award-winning Waddle does business – from having its own claims department, to its four-hour protection conversation with customers. Everything here is about making sure the customer knows exactly what they’re getting with their policy and beyond.

Nathan also shares:

• The factors contributing to the protection gap and how advisers can help to close it.
• The importance of customer storytelling, and the rite of passage of an adviser’s first claim.
• The daily habit that keeps Nathan grounded and striving for constant improvement.

This conversation is sure to fire you up and inspire how you think about customer connection.

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Emma Vaughan, Managing Director of Omni Protect, brings warmth and candour to this episode of Just Covered. She talks to Wayne and Georgia about her journey through financial services, and the pivotal moment very early in her career that’s kept her steadfastly committed to protection – particularly income protection.

Emma explains her role running the protection division Omni Protect, where she helps advisers with every kind of protection need. She talks about why education is still essential where many advisers still avoid the protection conversation. Plus she shares her insights on adviser mindsets and skillsets, protection opportunities and building client trust.

Wayne, Georgia and Emma also discuss:

• The importance of sales quality and Emma’s top tips on how to ensure firms keep on top of it.
• Examples of how AI can drive efficiencies for advisers, and the ways in which Omni is trialling its use – without losing the human touch.
• The post-budget protection opportunities for advisers including tailored support for more effective protection sales.

This conversation is a great reminder of how protection should underpin everything an adviser does. And Emma’s personal stories shared during this episode underscore her drive for its wider adoption.

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Ignite - Ignite | Mortgage Technology | Legal & General

In this special International Women's Day episode of Just Covered, hosts Wayne and Georgia sit down with two inspirational senior leaders from L&G – Victoria Jefferies, Market Development Director, and Jo Coan, Strategic Partnerships Director.

Vikki and Jo share their career journeys into financial services, from Vikki's early days in insurance sales, to Jo's "wild card" job application that led her to implementing over £1 billion in assets within her first year.

They open up about the challenges they've faced as women in the workplace, including pregnancy discrimination, the pressure to return from maternity leave early and being the only woman in the room. The conversation tackles the harsh reality of financial services' 27% pay gap and explores why vulnerability has become their superpower, rather than a weakness.

The discussion also explores the crucial role mentorship and male allyship can play in amplifying women’s roles in the workplace. Vikki and Jo share practical advice for young women entering the industry, and their optimistic vision for a more diverse, authentic future in financial services.

This episode also covers:

• The importance of how diversity in financial services can bring new experiences, relatability and authenticity to the “people business”.
• Why "saying yes and worrying later" and "running your own race" are essential mindsets for career growth.
• Actionable ways men can support women in the workplace, from backing up their ideas in meetings to calling out poor behaviour and unconscious bias.

CPD Academy - https://www.legalandgeneral.com/adviser/protection/knowledge-hub/cpd-academy/

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In this episode of Just Covered, we meet Georgia Perkins, Marketing Development Manager here at L&G and our new co-host!

Last year Georgia took the gong for Woman of the Year – Intermediary Support at the 2025 COVER Women in Protection and Health Awards, so we’re in great company. She talks to Wayne about getting started in her financial services career in protection before moving into underwriting and finally, sales. With her formal education being in Literature, she talks about how this passion for storytelling underpins her work with financial advisers.

Wayne and Georgia’s inaugural chat explores Georgia’s role in growing the market and looking for innovative ways to help advisers get the best outcomes for their clients. They discuss the two key themes for the Marketing Development Team in 2026 – legacy and income – and how her team is planning to upskill and equip advisers to meet upcoming market changes through these lenses.

This episode also covers:

• The importance of building trust and relationships to encourage clients to share their life story.
• The work L&G is doing to give advisers the confidence to walk clients through a holistic financial plan across disciplines.
• The actionable content advisers can look forward to this year in the brand new on-demand Adviser Academy.

Adviser Academy | Stream earlier episodes on your platform of choice | Just Covered

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In this episode of Just Covered, we meet Dave Chamberlain, Chartered Financial Planner and Director of Better Future Financial Planning, and Alex Gager, his Adviser Associate. Apprenticeships are unusual in the industry. So, when Alex approached Dave through LinkedIn with a proposal to become a sponsored apprentice at his self-built, independent firm, it was certainly a surprise. His background wasn’t in financial services, but he was keen and passionate to learn. We delve into their experience of the scheme, how it’s benefitted Dave’s organisation, Alex’s progression – and why the industry could use their example to resolve some of its not-so-distant challenges…

This episode also covers:

· The impending succession crisis in financial advice and how apprenticeship schemes can attract more young people into the industry.

· The structure of Alex’s Skills Edge apprenticeship, how apprentices are trained, and the funding options available.

· The importance of soft skills, alongside more formal financial education, and how firms can disseminate this knowledge to future generations of advisers.

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Ignite - Ignite | Mortgage Technology | Legal & General