Top 5 Steps: Integrating GI Into Your Client Journey

Step 1 – Education

For firms offering mortgage advice, knowledge of products and systems is imperative for confidently and successfully selling general insurance to clients.

At Source, we recently updated our LearningLab, our all-encompassing, online GI education suite designed specifically for advisers looking to upskill or get started in GI sales.

Step 2 – Discuss GI Early

Some of the most prolific GI writers we partner with introduce GI early on in their client journey, which is a great way to mitigate the risk of clients self-serving via an aggregator.

Step 3 – Build a Strict Process and Stick to it

With an agreed approach, firms can track each step of their process, addressing any barriers or areas of friction as they go. Ultimately, if you’re quoting for every client and following your process consistently, you’ll naturally win more business as a result.

Step 4 – Recommend High-quality Solutions

Advisers constantly battle aggregators to offer competitive premiums to their customers. Understandably, clients often find it difficult to decipher which product offers sufficient coverage (for a reasonable price). When faced with familiar brands and low prices, it is easy to see why the incorrect product is sometimes selected.

This is why advice is so crucial and why recommending a comprehensive and fairly priced solution for your client is paramount.

Ancillary products such as Home Emergency, Accidental Damage & Legal Expenses are the real heroes when it comes time to claim!

Step 5 – Engage with the Client Annually

Under new regulator guidelines, advisers are encouraged to schedule annual client review meetings to ensure the product still offers suitable cover for their clients’ evolving needs.

In line with Consumer Duty, renewal conversations create an opportunity to annually review products with your clients. The regulation brings a new perspective on the transactional approach to GI, paving the way for a more holistic offering.

To start your GI experience today, register to use our quotation platform, The Source – broker.thesource.co.uk. You can read more about The Source here.