Sesame and PMS launched the Rewire Routines campaign in May in a bid to turn ‘good intentions into healthy habits.’ Advisers were challenged to make protection a central part of their client conversations, which included providing a protection and general insurance quote to every mortgage customer during the campaign period.
A donation was also made to the British Heart Foundation for every signatory by PMS and Sesame, which was matched by protection providers Aviva and LV=, raising over £10,000 for the charity.
British Mortgage Awards 2018 winner, Mark Graves, managing director at Sesame and PMS, said: “We are very pleased with the success and level of industry participation in this initiative. Protection is the foundation of financial planning and our aim is to help place this important topic at the heart of advisers’ conversations with their clients.”
He added PMS and Sesame are committed to building on this protection and general insurance campaign.
Education, education, education
A dedicated adviser support hub offered a range of resources and materials including interview guides, videos and social media content to promote more effective client conversations.
One of the advisers who signed-up to the campaign, Julie Gilbert, principal at 1st Mortgage Services in North Yorkshire, said: “This campaign has focused my mind on making sure I quote for protection business and talk about it more. It has also encouraged me to train my administration support to learn how to carry out quotes too, and hopefully develop into a para planner role.”
Preston-based Independent Mortgage & Protection Adviser, Shereen Salmon, said: “I recently signed a client up for mortgage protection insurance who, in the 15 years of dealing with them, had never previously taken any cover.
“The barrier in the past was cost, so I did a quick quote while they were in the office and it was less than he thought, plus his wife appreciated the protection it gave their children so she was happy.”