Giving you the right track to run on

A fortnightly pearl of wisdom to fast track your success

  • CHRISISM #44 - The Miracle Product

    According to the Collins English Dictionary, if you say that something is a miracle, you mean that it is “very surprising and unexpected”. I believe that Trauma Cover puts a bigger tick in these two boxes than any of the other personal protection products we have to offer our clients.

  • CHRISISM #43 - Trimming the Platinum Package

    As those of you who have been to my Risk Workshop will know, the types and levels of cover that I would be recommending to my client up front are called "The Platinum Package", and typically this would not be affordable for the majority of clients. The process of trimming the platinum package to accommodate the client’s budget will therefore usually be one of the 12 steps of my initial advice process.

  • CHRISISM #42 - Your Role In The Underwriting Process

    Do you ever get the feeling that underwriters don’t want the business any more, that there is no longer such a thing as a cleanskin and you spend an awful lot of time selling loadings and exclusions? If so, read on to find out how you can turn all of these into an opportunity to create a quality experience for your client!

  • CHRISISM #41 - Child Trauma Cover - An Absolute Must

    If you are not currently making sure that all eligible children are covered with Child Trauma Cover on their parent’s adult trauma policy, then you need to read on and rectify this situation.

  • CHRISISM #40 - The Policy Explanation Meeting

    Do you have a face to face meeting with every new client once the policy documents have been issued? If not, then you may want to read on to check out the commercial value of this meeting.

  • CHRISISM #39 - Client Meetings One Hour Max

    What would be the average duration of your initial client meeting? If the answer is typically much more than one hour, then there are some home truths you need to be aware of..

  • CHRISISM #38 - Risk Adviser v Investment Adviser

    Unlike a lot of views I have read recently, I believe the opportunity for a specialist risk adviser (especially a younger one) has never been better than it is right now and will continue to be moving forward.

  • CHRISISM #37 - Who's Doing Who The Favour?

    How often do financial advisers (especially newer ones) think that someone is doing them a favour by becoming a client? It is this very mindset that puts advisers on the back foot from the very start of a client engagement process.

  • CHRISISM #36 - Prepositioning Referrals

    The large majority of advisers would substantially improve the number of referrals they get from new clients if they simply disciplined themselves to ask every new client for referrals at the conclusion of initial business. However, I believe we can improve our results in this area even more by putting just a couple of building blocks in place during the initial advice process.

  • CHRISISM #35 - The Tunnel Analogy

    An analogy that was introduced to me a long time ago which I found quite useful at times was that the sales process is like standing at the beginning of a long tunnel with your prospect and, when you look down the tunnel, you can see a tiny circle of light at the end and all along the way there are doors on either side all of which are open.