Louise Colley, head of protection at Aviva Life UK addressed the audience at the Victoria Park Plaza Hotel, where she urged brokers in all professions to be proactive when dealing with clients and selling them insurance.
Colley said: “More brokers need to be relational, not transactional with their clients, so that they can establish long-term, personal relationships.
“With the economy still in a dire state, it is more important than ever for brokers to have greater customer engagement,” she added.
“The most important factor for a client is to go to a broker they can trust to offer them the best possible advice.”
Some key suggestions for brokers included advising clients on a day-to-day basis, continuing to offer good advice to clients for the rest of their lives, offering a good service to help create referrals, and regularly keeping in touch so that they remain at the forefront of a clients mind when their needs change.
Colley added: “For a business relationship to work it is vital for the adviser to understand his or her purpose, and use their knowledge to best help their clients.”
