View more on these topics

Give a clear message to clients you want

JON KING, MANAGING DIRECTOR, MORE2LIFE
JON KING, MANAGING DIRECTOR, MORE2LIFE

You have to pity poor customers. As the Mortgage Market Review and Retail Distribution Review continue to challenge industry folk, what chance do average clients have of understanding the status of the firm they are talking to in the future?

In many ways the client’s view of the landscape after the changes may be similar to the world before regulation in the 1980s.

Of course the underlying mechanisms of legislation, protection and complaints will be different.

But for clients these factors are not always immediately obvious, and it often falls to marketing to outline a snappy message of the service offering.

In today’s busy and loud marketplace this is likely to be all about specialisation and communication of a story.

Professional firms often find it difficult to say no to any new business opportunity but in this brave new world it will be as much about who is excluded from the offer as those who are welcome.

Ultimately, it will be clients who decide. The winners will be the firms that make their offering clear to the people they want to reach and have the strength to say no to others.

Recommended

LAST WEEK’S WINNER

“Auditions for Brokeback Mountain 2 were going well.” NEAL JANNELS, ALL TYPES OF MORTGAGES

ABI fears MMR could damage protection sales

The Association of British Insurers has warned the Mortgage Market Review could harm protection sales. Nick Kirwan, assistant director of health and protection at the ABI, says: “The MMR is a big threat. It puts more of an obligation on brokers to ensure that clients can afford the mortgage, which means mortgage sales will take […]

Bridging now has a commercial focus

Given Mortgage Strategy is celebrating its 10th anniversary this month, it seemed apt to look at the bridging sector’s recent past. The bridging environment today is almost unrecognisable from 2001. Then the focus was on residential bridging and the limited opportunities in such a market. But there has been a shift and now for many […]

Recording sickness absence cover - thumbnail

White paper — recording sickness absence

The latest figures from the Department for Work and Pensions illustrate that sickness absence is still a major cost to businesses, with an annual bill for sick pay and associated costs to employers of £9bn. This paper from Jelf Employee Benefits looks at the importance of recording sickness absence for any employee health strategy and how this can be carried out in an efficient manner to reduce absence, improve employee engagement and drive up profits.

Newsletter

News and expert analysis straight to your inbox

Sign up