Giving you the right track to run on

A fortnightly pearl of wisdom to fast track your success

  • CHRISISM #47 - Seeking Client Feedback

    Do you make sure you seek a client’s feedback when they come on board as a client for the first time? If you haven’t already got referrals at the point of sale, then I believe the policy explanation meeting (see Chrisism#40) gives you a fantastic opportunity to do so.

  • CHRISISM #46 - The Miracle Benefit

    A month ago in Chrisism #44 we looked at “The Miracle Product” – now we need to appreciate “The Miracle Benefit” within “The Miracle Product”! Let me introduce “The Miracle Benefit” by suggesting that you avoid recommending stand alone Trauma Cover to clients who are under 50 years of age. If you want to understand why – then read on!

  • CHRISISM #45 - Communicating Your Value

    The current changes to risk adviser remuneration models remind me somewhat of the introduction of commission disclosure back in the 90s, which meant that for the first time risk advisers had to disclose the amount of commission they were being paid for the cover they were recommending. An awful lot of seasoned advisers threw their hands in the air and exclaimed: “I don’t want to tell my clients how much I earn!”, and I would say “Don’t, then”, and they would say “But I have to now by law”, and I would say “No you don’t have to tell your clients how much you earn – tell them how little you earn!” If you think you’re being overpaid for the value that you represent to your clients, then you should probably get out of the business.

  • 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.