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Old school cold calls still make a difference

If it hadn’t been for a cold call, this claimant would have received a tiny fraction of their claim.

Tuesday, December 14th 2021, 11:04AM

by Russell Hutchinson

Recently, a client joined us at a Financial Services Council conference to tell us about their claims experience.

It started with a fall that injured their shoulder and ACC declined the claim on their first review.

Partners Life paid the claim quickly, and treatment commenced.

At the end of the process, it was discovered that the client also had prostate cancer and a requirement for a knee replacement.

Because of all that the client has received several hundreds of thousands of dollars of benefits that have enabled them to live comfortably, obtain excellent care, and retain their home and savings for retirement.

It started with a cold call and I cannot tell you how excited I was to hear that.

The wonderful thing about it was the disarming frankness with which the client said they usually kick those for touch.

They thought they would like to reduce their premiums.

An adviser who took the time to take the client through a full review helped them to reorganise their cover and fill gaps in their plan.

Sometimes I hear that these days the telephone doesn’t work. That cold calling doesn’t work. That there is a new world.

I live in this world and often write about the power of new media, content marketing, blogging, digital offerings, and the power of email - they are essential.

But I am still a heavy phone user and I use the phone a lot because human connection still counts.

One of the most powerful things a human can do for another is to ask them to take action.

When we ask someone else to take action they feel they must consider this seriously. They feel that they must offer some reasonable explanation for choosing not to take action.

It puts them on the spot – in a good way – because almost all the people I know tend to procrastinate.

Perhaps the single most valuable thing an adviser can do for someone is helping them to take action.

Tags: insurance Insurance Advisers Life insurance Opinion Russell Hutchinson

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