Standing out from the crowd

Transcription

1 Standing out from the crowd Alan Cole Adviser Development Manager 5 October, 2015 For advisers only 1

2 Are you serious about protection? Questions to ask yourself Have you made time for protection? Are you making the most of menu? Do you know how to sell protection? Are there gaps in your proposition? Do your clients know that you advise on protection? Have you made it easy to regularly communicate with clients? 2

3 Assessing the opportunity Client name Mortgage Home insurance Income protection CIC Life Mr Smith X X X Mrs Singh X Mr Chan X X X Miss Scott X X X X Mr Ross X X Mrs Ross X X Mr Moses X X X X 3

4 Why talk about protection? Long-term affordability Welfare reforms People survive illness for longer Buys choice - Alterations to the home - Specialist equipment - Can help clients stay at home when ill - Private health care. 4

5 Facing illness The reality for cancer patients 4 in 5 cancer patients are hit with an average cost of 570 a month as a result of their illness. 1 Those on middle to high incomes were most likely to incur additional costs ,000 cancer patients survive a decade after diagnosis. 2 Almost a third of people living with cancer (31%) struggled to keep up with bills and payments. 18% faced a constant struggle to keep up. 1 Half a million UK cancer survivors faced with disability and poor health. 3 Source: 1 Cancer s hidden price tag, Macmillan Cancer Support, June July 2013.

6 What makes you so special? How will you stand out in the crowd? What will you offer clients to get them to come to you? How will you get them to stay? Do you need to tailor your proposition for specific groups of customers? How will you build loyalty? 6

7 Start at the beginning Research Understand: Your competitors Your existing client base Your market Risks and opportunities What profitable looks like What you can afford to do and offer 7

8 Standing out from the crowd A different perspective I m here to make sure my clients get their dream home and get to stay in it even when things go wrong. I m here to take the strain away from my clients and to help them make positive financial choices that secure their long-term financial future. I m here to help my clients save money so that they can enjoy life more 8

9 Getting the message out there Client engagement Helps build loyalty Drives profitability Reinforces your proposition Supports the business personality Brings business values to life Delivers value to the customer It s a two-way conversation not a sales vehicle Listening is just as important as talking. 9

10 Client engagement Getting others to put their trust in you How many mortgages have you written? What s the total value of all those mortgages? How many clients have you helped into their dream home? How many clients have you helped to save money on their mortgage? How many protection plans have you written? Again, what s the total value? 10

11 Good communication Simple steps Clear and simple Conversational Client centric Consistent Use provider tools where appropriate. 11

12 Magic circle 12

13 Creating a critical illness report Just one of the tools that support you 13

14 Creating a critical illness report Just one of the tools that support you 14

15 Sample critical illness report The facts about the risks 15

16 Sample critical illness report The facts about the risks 16

17 Sample critical illness report The facts about the risks 17

18 Sample critical illness report The facts about the risks 18

19 Sample critical illness report The facts about the risks 19

20 Sample critical illness report The facts about the risks 20

21 Sample critical illness report The facts about the risks 21

22 Sample critical illness report The facts about the risks 22

23 Simple solutions Helping you grow your business 23

24 Thank you P9PR0432 August