18 PROTECTION TOMORROW
You just need to speak directly with Steve to realise what a positive and driven person he is ; unfortunately an article in a magazine cannot do his enthusiasm justice . He took the decision early on in his diagnosis that he was never going to moan or complain , he was going to meet this challenge head on and be positive throughout , which having heard about the challenging treatment he was placed under and the subsequent additional issues that impacted his recovery , was no mean feat . He has come through the other side and remains upbeat , stoic , and determined to lead a full and thoroughly enjoyable life . It ’ s this enthusiasm for life that must emanate when he is in discussion with his clients and no doubt is a shining beacon in his success .
We asked Steve whether his own health challenges had affected his thinking and he again was quick to respond ; ‘ No not particularly – I was already in that zone and that period was relatively recent in 2017 into 2018 . I was already committed many years prior . It may have further concreted my existing approach , but I don ’ t believe it has changed it .
‘ The coronavirus pandemic hasn ’ t changed my thinking either , it ’ s practically proved why
Steve is firmly of the opinion that , as his chosen career is to be an adviser , he should do just that and use his position to educate the client to the types of products that will reinforce the lifestyle to which they aspire .
the protection I have discussed with my clients for so many years is so essential in reducing the worry and concern . Again , that policy won ’ t stop the worst from happening , but it provides a buffer and time to breathe and regroup .
‘ This is something that was brought home to me whilst in discussion with my allocated Macmillan nurses . Their role is such an essential part of cancer treatment and they told me that when someone is diagnosed with cancer , their biggest concerns are how will they pay the bills and provide security for their families .
‘ That level of worry is not what you need to be concerned about when you have the challenge of a severe illness to deal with . I was in a very fortunate position regarding my own personal policies , as in this business why would you not protect yourself , that just makes good sense and frankly the policies I had arranged for myself were significant . However , we all have clients who believe that nothing bad will happen to them and have more chance of winning the lottery than being ill . Some of these people aren ’ t even buying the tickets to win and yet paradoxically , they will see the value in covering their houses , contents cars and pets . It ’ s our job to bring a level of common-sense to that thinking .’
Steve is firmly of the opinion that , as his chosen career is to be an adviser , he should do just that and use his position to educate the client to the types of products that will reinforce the lifestyle to which they aspire . But we asked him what happens in those situations where a client simply won ’ t engage . ‘ There will always be some where the shutters are down , although I am pleased to say that percentage-wise these situations are small . However , where my advice is rejected , I handwrite a document that I leave with the client , highlighting the fact that my advice has not been implemented . It ’ s not about covering myself and my conscience , it ’ s about providing them with the evidence that they actively took that decision not to take advantage of the best advice provided .’
We wouldn ’ t go as far as to say that Steve is ‘ evangelical ’ about protection , certainly not as an industry spokesperson . He is far too busy to take up that mantle , as when he is not offering financial advice , sorting mortgages , speaking to banks and going that extra mile to ensure that the client gets the very best from their time with him and his ongoing service , he is engaged with his cars , is a keen cyclist with many bikes and generally when the environment allows , enjoying his life .
Squeezing this interview in was time he devoted to offer a message of best practice which , if it hits a note for the reader , then all well and good as it ’ s a tried and tested formula for Steve as a business leader at Swanland where there will be elements that might hit a note with others .
So in closing Steve , what thoughts would you like to leave us with ?
‘ Simply to have the courage of your convictions and the belief to do the right thing and once you start on that road , you will be surprised at what will follow . It has most certainly worked for me . Once you bring protection advice into your client consultations in a positive manner , continuing to offer that advice will be like riding a bike – once learned , you don ’ t forget how .
‘ I have a few written reminders that I regularly visit as mentioned earlier in this article and possibly the one offering cause for consideration that I might leave you with is – attitude is everything – pick a good one !
We will leave the last words to Steve ... ‘ Good luck in increasing your protection business – just remember , do the right thing and the rest will follow .’
If you ’ ve been encouraged by reading this article to make a similar impact in your own protection provision , initially make contact with our protection helpdesk 01484 439121 or email protection @ simplybiz . co . uk and one of the team will be able to speak to you about the first steps .