Building Relationships: Throwback to when I was a small fish in a big pond

Stepping back a few years…

When I worked at HSBC Insurance Brokers some of my old colleagues used to shy away from taking a new client for say a single car, most just wanted to handle the ‘cream’ of the clients however me, I was different. I jumped at the chance of taking ANY new client because I knew I’d be able to work with the client well, build a rapport and eventually convert more business creating a lovely, healthy portfolio of satisfied clients.

One case stands out until this day, bear in mind this was around 2007. I got a lead from HSBC Private Bank who were incentivised to refer clients to us. A single car, a new Porsche Cayman. I made the call and spent 45 mins chatting to this gentleman about....cars! Insurance came after that. He was a business owner, worked hard for many years and just sold a share of his company, banking him a healthy sum. It was time to spend it! Porsche first.

I insured the Porsche.

Within 12 months after all his other policies had come up for renewal I had rounded out the portfolio with 5+ cars and 5+ properties he owned. Back in the day that was a lovely client for me working as one of the juniors in the team!

Fast forward to today, I’m doing exactly the same thing but now it means even more to me because I run my own insurance brokerage. And what is so great to see, the Saxon team are doing the same as I was. Start small and work you way up, cars led to homes which lead to more homes and then on to yachts….we do it all.

One thing is for sure, my customer service levels have not changed. Still chomping for new clients, still taking a single car, still taking calls, and always available on the evenings and weekends, still delivering that first class service every client deserves.

Staying ahead of the curve is crucial to success.

What’s your story? I’d love to hear it!