The Protection Conversation

We’ve been exploring how advisers can deliver a more holistic advice experience for their clients while building stronger, more valuable businesses through referral partnerships. 

Previously we covered The KiwiSaver Conversation, and just as important, is the conversation around insurance protection.

General insurance

Insurance advisers reviewing personal protection have a natural opportunity to discuss general insurance and ensure clients have appropriate protection across all aspects of their financial life. 

Just like KiwiSaver referrals, a simple two-minute conversation can identify a need, and advisers can refer clients directly through MyCRM for a fast, no-obligation house and contents insurance quote.

The client receives expert advice. The adviser strengthens the relationship. Everyone benefits. 

Personal insurance

For mortgage advisers, a new home loan presents the perfect opportunity to discuss how clients would continue meeting their commitments if illness, injury, or an unexpected life event prevented them from working.

Many clients focus on protecting the house itself, but often overlook protecting their ability to pay for it.

The reality is that while house fires are devastating, they are relatively rare. The likelihood of an illness or injury affecting a client's income during their working life is significantly higher.

These conversations can be life-changing for clients. And, as part of New Zealand's largest mortgage and insurance network, advisers have access to trusted insurance professionals who can provide specialist advice when needed. By working together across advice streams, mortgage and insurance advisers can deliver more comprehensive support and better outcomes for their clients.

Campbell Hastie of Hastie Mortgages emphasises this collaborative approach:

"There are a whole lot of people involved in a property transaction .. I’m just one part of the chain..."

Campbell considers protection advice a non-negotiable element of the home-buying journey, having seen firsthand how families struggle without sufficient coverage. To ensure his clients achieve their broader financial objectives, he has established strong referral partnerships with professionals who share this vision.

A few simple questions can uncover a gap a client may never have considered. And a trusted referral can help close it.

You don’t have to provide every piece of the advice. But you can make sure the right conversations happen.

Next we explore Building a Referral Habit and playing the long game