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Jessica Darnbrough
Brokers that don’t cross-sell are doing themselves and their clients a great disservice, CBA’s executive general manager, third party and mobile banking Kathy Cummings has claimed.
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Speaking to The Adviser, Ms Cummings said some brokers are hesitant to cross-sell to their clients because they are put off by the perceived “complexity” of offering more than just the humble home loan.
But Ms Cummings said this was the wrong attitude for brokers to have and said cross-selling was a vital part of the profession.
“Many brokers are afraid of going to the next level and really meeting all of their clients’ financial needs,” she said.
“They see the whole process as being to complex. However, brokers that don’t go that extra mile for the client will fail to retain that client long term.
“When you cross-sell other products to your client you are not only protecting them and their needs, but you are also protecting your ongoing relationship with the client.”
For brokers that are keen to cross-sell but don’t know which products to offer, Ms Cummings said brokers should look at their clients' everyday transaction needs, credit cards and home and contents insurance.
