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60 seconds with…Nigel Payne

Nigel Payne, Managing Director, Assurant Intermediary

Do you think brokers have fully embraced the insurance sector?

Some brokers have but the majority are not exploring the opportunities available to them. Our top brokers are doing 10 times more cross-selling business than our bottom performers.

You recently launched your new point-of-sale platform, how is this going?
It’s early days but feedback has been good. We sent out over 10,000 direct mails to brokers and out of those we’ve had over 2,500 log onto the website, which is a phenomenal response.

You’ve always been broker-focussed, how do you view the current broker market?
It’s tough, which is not necessarily a bad thing. There are still some opportunities out there and brokers should be looking forward to when the market picks up, which it will – it’s just a question of when.

If you were in charge at the Financial Services Authority for the day, what would you do?
I would put them all in front of customers who need financial advice for the day. I think it would expose them to something they haven’t seen before.

Who has been most inspirational in your career?
In the last few years I would have to say Nigel Stockton. I worked for him for the best part of four to five years at HBOS and learnt what to do and what not to do.

What has been the proudest moment of your career?
It is a double-edged sword, but it’s probably my days at The Mortgage Business. In those years we delivered mortgage volumes that surpassed all expectations, but it was also the hardest moment of my career when I had to shut it down in 2008.

What three items would you take to a desert island?
A bottle of Budweiser, Marlboro cigarettes and my iPad.

If you could be any animal, what would it be?
The one that plays the drums on the Muppet Show called Animal.

What super power would you most like to have?
Time travel.

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