This week’s feature: How the “Minder” Makes Sure the Expert Works for the Client

This is the sixth in a series of articles describing what the Global Insurance Portal is all about.

In our last article, we discussed the essential role experts play on the insurance service teams of our Global Insurance Portal (GIP). An expert is dedicated to taking excellent care of the client.

There’s a very interesting dynamic employed by the service team to make sure this takes place.

It’s a very common business practice for an advisor to bring in an expert to service the client. Then, typically, the advisor and the expert partner up. The dynamic essentially becomes “the professionals versus the consumer.” The relationship would certainly not be adversarial, but all too often, the consumer can feel the professionals are working more for each other.

That is not the case with the service teams of the GIP. The key is how the Minder plays his or her role.

If you recall from a prior article, the Minder is one of the four types of people who collaborate on an insurance sale:

The Finder: the marketer who finds the prospect, and sets the stage for the sale;

The Grinder: the back-room specialist who takes charge of prequalification, and generates quotes;

The Binder: the expert who closes the sale;

The Minder: the rep who provides service, and stays in touch with the client.

The Minder’s first responsibility is to keep the client’s interest first and foremost. To some extent, this means that the dynamic is one of “Mr. Client, this is what our expert and I can do for you.”

But in the final analysis, the dynamic is really one of “OK, Mr. Client, let’s see what the expert can do for us.” The Minder sits on the client’s side of the table, so to speak, and makes sure the expert does whatever is necessary to help the client become comfortable and confident with the recommendation.

This is how the service teams of the GIP provide the optimal service the client deserves. It takes place whether the client is a small business buying group insurance, or an ultra high net worth individual purchasing an offshore asset protection vehicle.

Our  friend and colleague George Bailey runs a radio show that is committed to financial education for children. This is a truly noble mission because nothing is more important than giving the next generation the proper values and mindset for financial success.

George was kind enough to interview me recently. We talked about my own childhood and career, and the message I would like to send to upcoming consumers of financial products. He conducted a very professional interview, and we both enjoyed it immensely. I think you will too. Here’s the link:

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