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General insurance – your questions answered

by: Mark Hutchings
  • 12/07/2012
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General insurance – your questions answered
Mark Hutchings, sales and marketing director at Berkeley Alexander, takes us through his top five most asked general insurance questions.

1. How can I overcome the impact of PPI mis-selling scandal?

This is easily achieved by simply explaining the benefits of ASU/MPPI products and the importance of securing protection against unemployment or sickness in difficult and uncertain economic times.

The key is to ensure total awareness of what is covered, what is not and that the product you provide fits their individual requirements.

Seek advice from your insurance partners or simply pass the enquiry over to one offering an ‘introduce a client’/referral service and let them take on the extra workload whilst still earning you valuable commission.

2. What do I do with non-standard home insurance cases when the computer says ‘no’?

One size does not fit all. Many clients will fall into this category due to claims history, subsidence, high sums insured etc. Most GI partners offer a ‘struggle service’ for this type of business, so utilise their specialist expertise.

3. I obtain household insurance quotations from online panel providers, but cannot access the same types of service for Landlords Insurance?

Some providers, including Berkeley Alexander, have recently launched quotation systems in this area providing access to multiple landlords’ products, so look again. It’s no longer the sole domain of standard household insurance solutions.

4. I cannot compete with the direct writers or aggregator sites, what can I do?

Let your service standards shine through. When clients come to you for other products, maximise the opportunity by demonstrating that you have carried out research on their home or other insurance enquiry.

Obtain quotes from providers that show at least ten different options. Remember if you don’t look after your clients someone else will.

5. What else can I do to grow my GI book?

Maximise your existing contact database. If you already arrange your clients’ mortgage or life cover, what’s stopping you from advising on their B&C, travel, Income Protection or any other general insurance need.

Do your homework and maximise every opportunity to cross and up-sell. Speak to your GI provider, they should give you all the support you need to maximise the sales opportunities.

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