Lorne: Today I am joined by Mike Liem, Regional Sales Director with Canada Protection Plan, and we are discussing different ideas on how brokers can grow their business and do a better job with their clients. That is really what it is all about because the better job you do with consumers, the better you’re going to be as a broker and as an industry, we will be better off as well. Canada Protection Plan is doing a fantastic job with that and I know Mike has some wonderful ideas to share as well as a story about a client that came to Canada Protection Plan after the fact and why it could have been beneficial to do so first.
Mike: I want to share the story that actually came about this week from another sales director at Canada Protection Plan. What happened was the broker gave us a call from another office and said, “I think there may be a problem with my deal because it has been underwriting a little too long.”
So what happened was they called us in to do an application and unfortunately at the time when they were writing everything up and had waited quite some time, the client came back and found out they had cancer. After that, both deals had to be pulled off the table and we were only able to offer the client guaranteed acceptance up to $25,000.
The reason I am telling you this story is that we are trying to educate all the brokers to be a little bit more proactive with their clients. We want all clients to know that if there is any type of health issue, this is when you should give us a call right away to see what we can do for you before something like this happens. In this case, they waited about 2-3 months, but we could have had everything in place way before that.
Lorne: Great advice from Mike. It is certainly not a happy story, but it is a story that can really help out brokers and people who are trying to do a better job for their clients.
