We chat to Vicky to hear why being a protection specialist is her dream job
Products you advise on: Mortgage, family and personal protection, as well as business protection.
Typical client profile: My typical clients are families and SMEs within our local area.
How do you incorporate protection into your client conversations?
As a protection specialist, all of my conversations are focused on protection. 90% of my client interactions are face-to-face and that is one of the most enjoyable parts of my role!
What three tips would you give to other advisers looking to write more protection business?
- Either become a protection specialist or refer to a specialist.
If you provide protection advice alongside other services, like mortgage services, it's often easy for the client to shift focus back to the mortgage and away from protection.
2. Create a calm and relaxing environment
When I arrange a protection meeting with a client I make it clear that we will be spending one hour discussing life cover, critical illness and income protection.
An appointment of this length makes it easier for us to gently challenge the clients and make them think through their options properly in a relaxed and comfortable environment.
My aim is for clients to understand their options and make a decision based on what feels right for them, their family and their business.
3. Don't rush
Take your time with the client following the application to ensure they have time to check their documentation and to feel happy and confident with the decision they have made.
Don't rush a policy going on risk. My applications generally take at least four weeks without a GPR. Where an application has taken months to get terms, I always invite the client back in for a reminder of what we applied for and give them an update on the underwriting progress.
How has technology changed your business, if at all?
Tools like CIExpert, Assureweb and online trusts have helped to speed up much of our day-to-day roles. However, there is still room for improvement.
What is the biggest challenge facing you/your business?
Comparison sites! Someone once told me they're the quickest way to make a bad decision, and I couldn't agree more.
What one thing would make your life easier as an adviser?
A quicker underwriitng process. Particularly speeding up the time it takes for GP reports and additional medical details to be obtained.
What gets you out of bed in the morning?
Usually my hungry six-month old daughter, Lydia, closely followed by my other two hungry monkeys - Isaac and Lottie!
What advice would you give your 18-year-old-self?
Don't compare yourself to anyone else, focus on your own achievements and progression.
What three songs are included on the soundtrack to your life?
Chesney Hawkes 'I am the one and only'
The Levellers 'What a Beautiful Day'
The Undertones 'Here comes the summer'
What would you name the autobiography of your life?
'Everything is a Choice'
What is your dream job (other than insurance obviously!)?
All jokes aside, I think my role encapsulates everything I would want in a dream job. Helping others, flexibility, the opportunity to work from anywhere in the world (not that I do this at the moment!) What more could I ask for?
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