How did you get into the industry?
After a long career in another industry I decided that it was time for a change in 2018 and I looked around for an industry where I felt that I could make a fundamental difference to people`s lives if I did a good job.
Having seen the effect of fire and general insurance in place for my own business during the Canterbury earthquakes, I knew that having good insurance in place can make a fundamental difference to the survival of a business, and indeed even make it flourish while your competitors are floundering.
I spoke to a number of businesses about getting into the industry and was delighted with my choice in Apex Insurance Brokers who have recently and deservedly won the 2019 IBNZ Best Insurance Workplace award. The culture of any business that I work in is of paramount importance to me.
The team at Apex Insurance could not have been more supportive and welcoming to me right from the outset.
What did you do previously?
Previously I was managing partner for almost 20 years of one of New Zealand's largest law firms. Even though I am now an insurance broker, I remain a registered lawyer, and find my legal skills and broader business knowledge are extremely useful for my clients and for the interpretation of policy wording. At the end of the day, insurance policies are a legal contract.
Having been a customer of the insurance industry for so many years has given me an invaluable insight into the needs of my clients now that I am on the other side of the table.
What do you enjoy about your job?
I love being back at the coalface dealing with clients who are creating or selling products and services.
I particularly enjoy taking the time to understand each client's business and to explain to them the various risks they face and how certain insurance products can help them to mitigate those risks. It is enjoyable seeing those clients reach a level of understanding that they previously did not have, and therefore be prepared to pay for the insurance cost now that they understand how it might respond.
What are the biggest challenges?
Making sure that you choose your clients carefully. It's important to choose not to act for some clients who will try to put pressure on you to deliver a compromised service or advice. It's a given that those types of clients are going to cause you more pain than they are worth. Of course, identifying them at the outset can be a challenge!
What's the biggest opportunity from here?
There are some fantastic brokers out there and then there are some who seem to have lost the art of client service or taking the time to be accurate in their work.
Like any industry, I believe there is opportunity to perform at a high level and deliver accurate consistent results for good clients that will see them then become your advocates.
How big a challenge will it be to adjust to the new rules?
Our firm is already well ahead of the curve in terms of Level 5 qualifications etc, but for some brokers that is going to be a challenge that they leave until too late.
I actually don't think it will be too much of a challenge at all. Having worked in and alongside other industries that have gone through legislative upheaval, the reality is that we will soon adapt and overcome any required changes. Yes, there will be more bureaucracy but I do believe that a higher standard of output will be delivered as a result.
