Your Closings Are Only as Fast As Your Insurance Process

Recently, 63% of borrowers stated they couldn’t have completed a purchase without the guidance of their broker. (Santander).

Supervision from advisers helps homebuyers find suitable mortgages and related products. Consumers need buildings insurance to qualify for a mortgage, as per lender requirements, which is where your insurance process comes in.

This often-overlooked mortgage stage is a chance for advisers to offer general insurance, diversifying services and encouraging future re-engagement. Creating new opportunities to converse with clients can make annual check-ins crucial for boosting your return on investment.

The Perfect Start to Your Insurance Process: Collecting Information

A smooth insurance journey begins with quality information gathered early. During your mortgage fact-find, you’ve collected most details for a home insurance quote, needing only a few more.

Include these small but useful details in your core fact-finding to unlock new GI opportunities and boost long-term income.

Quality data lets you match clients with relevant products, speed up mortgages, generate quick quotes, and set client expectations effectively. Premium Predictor provides instant, indicative insurance prices from minimal information, helping you offer pricing guidance early in the process, even before conveyancing begins.

Pre-emptively Handling Objections

Clients often have objections when purchasing products, knowing their money should be invested in something beneficial. Here are common objections and how to counter them in advance.

Time Sensitivity

Clients differ in purchasing; some act quickly, others research and evaluate. Starting GI conversations early in the mortgage process gives clients the option to do either.

The conveyancing process without a chain takes about 12 weeks, so your quote is valid for most of that time. Save quotes for 90 days using the Save Quote tool, synchronised with your completion timeline.

The Source’s Share Quote function lets you complete most of a quote before you send it to your client to finish in one of three ways:

• Your customer can complete the fact-find declarations and submit their policy
• Your customer can complete the fact-find declarations, but you will review and submit their policy
• You can send an information-only quote to your client for them to review only

If the policy premium or insurer changes, the customer will always be referred back to you for sign-off.

Self-Service in Your Insurance Process

Many consumers prefer to buy their own products to ensure they get what they believe they need. Share Quote tooland Premium Predictor also help to combat this.

Comparison sites can sometimes mislead clients and offer inaccurate cover when shopping for insurance alone. Your guidance is essential in helping customers choose the right product.

Why not ask your clients to review the accuracy of their cover? Suggest areas to check for sufficient insurance, like add-ons and endorsements, which can be overlooked.

Did you know that 7 in 10 UK homes are underinsured, usually only noticed after a loss?

Price Concerns

Highlight the risk of lacking proper cover and its financial impact if a claim is needed. Insurance costs are still much lower than a major claim without protection.

If you feel that an advised case will still be lost, you have Source Go as an option, where you can still earn on the referral instead of passing your client to an aggregator.

To improve your insurance process, download our Handling Objections Fact Sheet here.

Mortgage Timeline Blended with The Source

Find a mortgage deal for your client before obtaining a mortgage in principle. Use Premium Predictor for a quick home insurance estimate, speeding up your insurance process.

After submitting the application and waiting for a mortgage offer, you can explore quotes with tools like the Premium Predictor, Premium Saver, and Save Quote. You can also use the Share Quote tool for the reasons discussed earlier.

Once contracts are exchanged, this quote can be finalised and purchased with the correct inception date, ensuring your client’s new home is insured before completion. This closes your insurance process nicely, tying things up efficiently.

To explore these features in more detail, visit our Videos and Demos page here.

To use The Source in your mortgage process today, register or log in here, where you can use home insurance as your own personal speed boost for finalising mortgage deals, seamlessly implementing your insurance process as part of your wider offering.