Tag Archives | Sales

Case Study – The Value of Pre-assessments

This case study focuses on the underwriting process, and the value of utilising pre-assessments. It is designed to help advisers improve their process, their engagement with clients and to reduce completion times. At a glance Source: Melissa Crawford, Owner and Insurance Strategist, 19Thirty Client: White collar professional with history of drug use Topics covered: underwriting, […]

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Case Study – Building a New Risk Advice Practice

In this practice development case study, new risk specialist adviser, Tatiana Coulter, shares how she started her practice from scratch. She talks about the marketing and lead generation strategies she employed to grow her client base, and offers tips for other advisers starting out in their own businesses. At a glance Submitted by: Tatiana Coulter […]

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Case Study – My Own Claims Experience (Ben Day)

In this claims case study, an ex-adviser shares his experience of having to make his own insurance claim, and the impact this had on his view of the advice industry. At a glance Provided by: Ben Day Business name: Risk Sales Tools Date of claim: November 2010 Claim type: Income protection and trauma In detail […]

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Case Study – Building Referral Partnerships: The Ownership Model

This practice management case study looks at one practice’s approach to developing successful accountant-adviser referral relationships, the ‘Ownership’ model. This approach involves buying an accounting practice and merging the two businesses. At a Glance Submitted by: Steve Salvia Business: Managing Director of Southern Financial Strategies (SFS) Referral approach: Ownership model In detail Steve Salvia, Managing Director of Southern […]

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