Andrew Gething on Changing Protection Underwriting – MPAF20

Underwriting gets a good deal of bad press. But is it justified?

In the advised protection market the consequence of price competition on term assurance and critical illness products is tighter underwriting, more medical evidence and more ratings.

Online applications and tele-underwriting can help speed up the process but clients face disappointment when they find their premium is higher than originally quoted.

Is it time we changed the way we quote for protection products so we do not raise client expectations with cheap headline rates more people cannot obtain?

My guest today pioneered tele-underwriting in the UK and firmly believes that we need change. But what does “good” look like?

My Guest on Episode 20 of the Marketing Protection and Finance Podcast is Andrew Gething.

Andrew Gething on Changing Protection Underwriting - MPAF20

Click here to TWEET this episode.

Who is Andrew Gething?

Andrew is founder and MD of Morgan Ash.

Before that he was a Chartered Structural Engineer and entrepreneur starting several other companies one of which was an IT specialist.

In his spare time Andrew is currently walking all the Wainwrights – that 214 hills in the Lake District of which he has only 22 more to do.

Hear Andrew’s views on the current relationship between quoted premium rates and the final rates we offer after underwriting. Listen to his proposed solutions on how we can change underwriting from the current sometimes painful process to a valuable individual assessment.

Andrew’s links:

Don’t miss an episode of the MPAF Podcast – subscribe now.

Subscribe on iTunes

Subscribe by RSS Feed

Subscribe on Stitcher

Now it’s your turn:

If you enjoyed this episode – Andrew Gething on Changing Protection Underwriting– please leave a comment or a review on iTunes. And if you know anyone who would enjoy the show – please share it with them. You can use the buttons below to share on social media.

If you like the Podcast please click

Last and Final Call on Financial Services Jargon

My recent Podcast Interview with Rhys Williams on clarity of language in financial services struck a chord.

Thanks for your comments on the subject.

DE-PLANE!

Although guilty of using complex language, jargon and passive language in our communications we shouldn’t beat ourselves up too much. Other industries are just as culpable.

On a flight from Edinburgh to London last week I heard an interesting conversation between two American gentlemen.

Swapping stories about plane delays they had experienced in the past I heard one of them refer to leaving the aircraft as “De-planing”.

What a dreadful phrase. What is wrong with “getting off” or even the accepted English phrase of “disembarking”? How do you come up with a word like “de-planing”? When they get out of cars and buses do they de-car? Or de-bus?

I started to get quite grumpy listening to this conversation. But what finally put the tin lid on it was when the other American gentleman started to refer to getting off an aircraft as “De-boarding”.

Of course inside the airport terminal language abuse is just as rife.

Why do airport gate agents say, “this is the LAST and FINAL call…”?

I wish they wouldn’t. If it is the last call it is also the final one by definition and vice versa.

Of course it’s always the “last and final” call until they make another “last and final” call which means that the first “last and final” call was neither last nor final was it?

In the protection industry we talk about “Kick”. That means Critical Illness Cover. We recommend people buy “Eye Pee”. That’s Income Protection. And of course we overdose on passive language. “A cheque has been sent to you today” instead of the active voice, “We sent you a cheque today”.

The solution? Spot it. Have a giggle about it. And then change it.

Please have a listen to Rhys Williams on the Podcast. He’ll give you some great tips on how to do away with complexity , jargon and passive language.

MPAF17 - Rhys Williams

Now it’s your turn:

Please share your best example of complexity, financial services jargon and passive language. From any industry. Having a laugh about it is the first step in recognising the problem and then changing it.

John Bloomfield on Effective Marketing for Small Adviser Firms – MPAF19

Digital tools mean that anyone can market their business effectively whereas only a few years ago such methods were restricted to those companies with large budgets.

But with so much available is can be a daunting task coming up with a marketing strategy and then putting client communications in place.

I originally connected with today’s guest on Google+ a somewhat underrated social media platform and I was very interested in his approach. So it’s great to welcome him to the MPAF Podcast.

My Guest on Episode 19 of the Marketing Protection and Finance Podcast is John Bloomfield.

John Bloomfield is a financial adviser who’s put together a great strategy for his own business and now helps other advisers with theirs.

MPAF19 - John Bloomfield

Click here to TWEET this episode.

Who is John Bloomfield?

John runs Bloomfield Financial Ltd – a company within the Sesame Network.

John also runs a design runs a web design agency called DeeMo which started as a pet project and has developed into a company that supports other financial advisers with their online offerings.

He is best known in the adviser community for having set up Sesame Forum – an online community for advisers within that network to chat anonymously about concerns and support each other with their business.

Hear how he created a communications strategy including his website, email list, newsletter and client surveys. Listen to the challenges and successes he has experienced on his financial services marketing journey.

John’s links:

John’s Favourite BusinessBook:

Book Yourself Solid by Michael Port.

Don’t miss an episode of the MPAF Podcast – subscribe now.

Subscribe on iTunes

Subscribe by RSS Feed

Subscribe on Stitcher

Now it’s your turn:

If you enjoyed this episode – John Bloomfield on Effective Marketing for Small Adviser Firms – please leave a comment or a review on iTunes. And if you know anyone who would enjoy the show – please share it with them. You can use the buttons below to share on social media.

If you like the Podcast please click