When you meet a new client listen, broker

by Kelly Gregor17 Jan 2018
In December, a lot of people want to get their bits and bobs tied up.

Whether it be getting the car serviced or their insurance done, so December was really busy with people wanting to get things sorted before heading away, Aim insurance broker Matthew Lewer.

Back at work, Lewer says January has not been quieter for the company. His focus is on working with mortgage advisers to help their clients with insurance, and also help structure existing and new businesses with the correct liability cover.

“I work really closely with mortgage brokers. A lot of my clients are people taking on a mortgage, first-home buyers. I try and provide a very bespoke and tailored service to my clients. I think the first and one of the most important things you can do when you meet a new client is to listen.

“I think it’s very hard to understand what a client wants or needs if you haven’t listened, and so my first job is to listen and understand where they are coming from.

“From there, I like to put together a comprehensive insurance plan, taking into account where their risks are and what the right type of insurance is to offset those risks and ensure they are well protected,” Lewer said.

He said he adds value for his clients by ensuring what they need is also what they can afford.

“Putting an insurance package together for someone is one thing, but having that fit into their budget is another thing. You can decide to have all the insurance in the world but that might not fit into someone’s budget, especially if you’ve just bought your first home.

“My job is to give people advice on how to make sure they’re not putting all their eggs into one basket with just one insurance policy. A good example of this is only having life insurance, you’re only covered if you pass away. If something else happens there’s no protection.

“It’s about spreading the coverage over a number of policies and lowering the risk that if something happens they won’t be covered,” Lewer added.

He said looking after clients on an ongoing basis was a key benefit of being with Aim.

“We do annual reviews for our clients, which is important, and a lot of people like to organise that around an event, like having a child or taking out a mortgage but from there things change. It’s important that reviews are done because the insurance they had 12-months ago might not be what they need now, we ensure it (stays) tailored to their circumstances.”

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