A personalised approach to Home Insurance

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1 A personalised approach to Home Insurance

2 We re delighted to announce the launch of our brand new Home Insurance that significantly moves the home insurance market forward by allowing customers a greater level of personalisation. Find out how our new home insurance will benefit you and your customers So what s so great about our new home insurance? Build a personalised home insurance policy which is tailored to your customer s needs by selecting from a number of modular cover options - Garden, Technology & Entertainment, Personal Items and Bicycles. Single product, multi-insurer approach - return 4 quotes from 3 leading insurers by entering your client s details just once on our system. Become more competitive than ever before - our new commission slider allows you to offer cover at a lower premium. Get quick quotes with a reduced question set and the option to pre-set cover levels. Fantastic new selection of marketing materials available. Get your client covered in 3 simple steps: 1. Pick their core-cover. 2. Personalise their contents cover. 3. Add extra cover options. Log in and start quoting today. And remember, our Broker Executives are always on hand to support and guide you through the system. Call for more information. Page 1

3 Sales & Marketing ideas for advisers Select & Protect has brought together a broad range of ideas and suggestions on how to sell and market General Insurance more effectively. Some you will already have in place and others are simply adopting a different perspective on well-established practices but we hope you can use these ideas to examine how you treat your customers fairly and deliver the right advice to the right people at the right time. Sales know your customer Tip 1 - Goal setting One way to achieve success in sales is to understand what you are trying to achieve from your client bank. Set goals for yourself before you engage with your clients, anticipate their needs and recognise how you can fulfil them with solutions. This could be a simple penetration rate of Mortgages to Home Insurance sales, a target to call at least 15% of your customers each month, or setting up an annual review before the Home Insurance renewal. Goal setting delivers activity which in turn delivers income. Tip 2 - Know your client People and companies are sharing more of their information on social networking sites which can prove to be a useful source of background information. It could be on Facebook, LinkedIn or your client could be a Twitter account holder. All this information adds to your understanding of your client s business and social life, helping you to build financial solutions that are relevant and appropriate. The more you know about your clients, the more appropriate the advice. Tip 3 - Renewal dating Always gather and record the renewal dates of any insurance policies, including car and pet and the companies your clients are with. You can be sure, even if you aren t going to sell them something, someone else will be on this date and you have a risk of losing your client. Keep in touch at every opportunity to protect future sales opportunities; you never know the call might lead to something new. Page 2

4 Tip 4 In the Know on product Knowledge and experience are the two things you have to achieve sales success. You recognise the risks that your clients have taken by not following your advice and how your help can result in the customer meeting their goals. Knowing what your product does before and after the sale, what the customer will experience when there is a claim and the benefits for the client, all lead to a successful experience for you and your customer. Tip 5 - People buy from people Don t ignore the people who you ve given great advice to. Use these people as advocates as they can recommend you to their friends and family who are in need of your services. A quick follow up to see if everything is ok when you hear about, for example, a water leak or a burglary, can enhance the customer experience and lead to a deeper client relationship and referrals. Page 3

5 It s all about marketing your business Tip 1 Communicate, communicate, communicate Don t let customers forget that you exist, even if you have sold them something that cannot be reviewed or changed. Circumstances change and by keeping your clients informed about new products, services and even changes in regulation will ensure that you are front of mind when they decide they need to take action. Newsletters and s are cheap and valuable tools for any business. Tip 2 Get a website. Manage it. Update it Customers expect most businesses to have a website and often use it to reinforce their decision to work with you to plan their own financial security or to help buy their dream home. Make sure the website reflects your firm s values and has the points of contact prominently displayed on the homepage. Update it regularly and ensure that all of your communications from business cards to s and brochures have your web address included. Page 4

6 Tip 3 More from less Remember every client has different needs and aspirations. So sending the wrong message to the wrong people can switch them away from your business. Look to identify small groups of people and communicate messages that are relevant to them personally. For example, people who bought their home almost a year ago but didn t take out your Home Insurance, or people who work and could be at risk of redundancy. Tip 4 Local PR In the current economic climate with the focus of the family purse strings or the weather s impact on premiums, there has never been a better time to get cosy with your local journalist who will be looking for angles and opinions on personal finances. Find out who the key contacts are at the local newspaper and offer your services column inches could just cost you a lunch. Tip 5 Ask for help Many product providers will help you with letters and flyers to get your message across to your clients. Understand what is available to you and use it. Have a list of what you are going to use and where you can get the material from, record the impact of the campaign and then decide whether to use it again. Remember, you are not on your own; you have marketing teams from some of the biggest brands around, ready to help you promote their products. Page 5

7 Customer Objection Handling I think there are better deals on home insurance around at the moment, why should I use Select & Protect? Yes, everywhere you look, everyone seems to be offering you a lower price on your home insurance. But what s important, apart from price, is the level of cover you are receiving, the service you can expect and what happens when you make a claim! Select & Protect offer truly personalised cover, exceptional customer service and a nononsense aim to pay claims philosophy. You can also choose the price that you want to pay from three of the industry s leading insurance providers, so you know you are getting a competitive deal. I ve never heard of Select & Protect, why should I use them? Select & Protect aren t a household name because they only offer products to advisers, but they ve been around for over 30 years now and their customers tend to stay put with them which says a lot! Why shouldn t I just go straight to these insurers for a quote? You can, however, Select & Protect have negotiated special rates with these insurers due to the large number of policies they provide. In addition, the policies are exclusive to them and are designed specifically for customers who arrange their finances through advisers, so you ll get high quality cover and great value for money which will be hard to match. What s more, they provide the customer service on their insurance partners policies so, as experts in their field, you can be assured you re not just another number! Page 6

8 Those three insurers aren t necessarily the cheapest! The three insurers that they use represent a large percentage of the Britain s home insurance market and insure the Buildings and Contents for millions of people, so they must be doing something right! You can shop around, but you will need to check the level of cover you are getting, the service you can expect and the claims experience. I d rather choose an insurance provider that won t bombard me with lots of other products they want to sell me that I just don t need That s another thing about them because they don t sell anything else, you won t have that problem. It s just home insurance from a specialist provider. For more expert selling tips or to simply find out more about our new home insurance, contact Broker Support on Page 7

9 For more information Contact Broker Support on Select & Protect is authorised and regulated by the Financial Conduct Authority