Craig’s protection top tips: Protecting your customers

It’s 2020, the start of a new year and a new decade. This brings with it fresh opportunities, a clean start and a chance to hit the ground running to achieve all of your goals for the next 12 months. Our National Account Manager for Protection, Craig Bryce, gives you his top tips for selling protection in 2020, so you can make sure that your customers are always suitably protected.

1: Process

My first tip is probably the easiest one to implement. Make protection a part of your mortgage selling process. Always introduce yourself as a Mortgage and Protection Adviser on your initial appointment and make sure you’re talking about protection throughout the whole process. Leaving it until after the mortgage is completed isn’t going to work and could leave your customers under-protected.

2: Don’t product dump

Most customers probably won’t know what CIC, IP and other protection jargon means, let alone what they do, so my second tip is not to product dump. Have a conversation about their lifestyle and their hobbies and ask how they’d hope to maintain that lifestyle if they or their partner got seriously ill? Then you can find the solution that works best for them!

3. Protection chat

While it’s incredibly important to make sure that you’re talking about protection throughout the entire mortgage process, it’s also important to book in some time to talk solely about protection. Whether that’s face to face or over the phone, having some time dedicated to talk just about protection highlights how important it is – don’t just think of it as an afterthought.

4. Bonus GI Tip: Quote

Advising on your customer’s general insurance needs is a great way to make sure you’re providing them with a complete holistic service, so my bonus GI tip would be to quote! Get into the habit of quoting for GI every time. L&G Smart Quote now gives your client a quote in just one question which makes it incredibly easy to ensure your customers are suitably protected.

Join our award-winning Mortgage Network as an appointed representative, or become a member of our Mortgage Club, to start benefiting from our fantastic range of comprehensive services and support. Call the Broker Support Team on 0345 130 7446 (opt 1) to find out more.

“I love being the voice of protection for Mortgage Intelligence. Going out and talking to our advisers on a personal basis is an integral part of what we do as a network”