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One of the keys to selling insurance is to pick the right moment, according to ALI Group’s inaugural broker of the year.
Robert Trewin from Robert Trewin Mortgage Broking won the ALI award for writing 99 policies in 2013/2014. Loan Market broker Lihong Shi, who finished runner-up, wrote 72.
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Mr Trewin told The Adviser that he includes an insurance flyer with his welcome pack but that he doesn’t start selling the insurance until the loan has been approved.
He said that clients are most receptive to insurance when it’s at its most relevant – which is when they are being guided through the terms and conditions of their new mortgage.
“All I basically say is, ‘I don’t mean to get morbid, but we really need to have a chat in case something happens to either of you’,” he said.
Clients are reassured once they learn the insurance comes with a one-month cooling-off period and can be cancelled at any time, he added.
Mr Trewin said he had seen the benefits of insurance from clients who have died or been injured, some of whom were covered and some of whom weren’t.
Robert Trewin Mortgage Broking is based in the Victorian small town of Bairnsdale. Mr Trewin has one admin staff member and added another loan writer last month.
[Related: Brokers divided on insurance opportunity]
