Nathan Ansell | Business Protection – The Journey To Growing Your Business In This Sector

08/23/23 • 44 min

With 60% of businesses stating they’d cease trading within 12 months of losing a key person and 75% of businesses having some form of borrowing*, there is a clear need in the market for business protection advice. This is where Nathan Ansell comes in, owner of Hend Consulting Ltd. Nathan set up Hend Consulting Ltd just under 5 years ago to specialise in business protection.
In this episode Wayne and Hazel explore Nathan’s journey into the business protection market and what he has learned along the way from the challenges he has faced. If you are looking to expand your business protection sales or generate leads within this market, Nathan expertly shares how he does this and why he feels giving this advice is imperative to achieving good client outcomes.
We cover:

Nathan’s journey in to specialising in Business Protection and how he has grown his business in this area
The different Business Protection client types and how to approach them
How Nathan generates leads and demonstrates the need for multiple products to his clients
What to look out for within a fact find to support Business Protection recommendations

During the episode we refer to Legal & General’s State of the Nation, SME Report 2021. To review this research and download the report follow this link: State of the Nation | Legal & General (legalandgeneral.com)
If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.
*taken from Legal and General State of the Nation research 2021

Nathan’s journey in to specialising in Business Protection and how he has grown his business in this area
The different Business Protection client types and how to approach them
How Nathan generates leads and demonstrates the need for multiple products to his clients
What to look out for within a fact find to support Business Protection recommendations

Previous Episode

Dale North | Creating Great Protection Referrals

If you’re an adviser looking to refer your protection business, this episode is the one for you! With a background in financial advice himself, almost 10 years ago Dale saw a clear gap in the market for a protection specialist firm to assist advisers with the protection conversation.

In this episode Wayne and Hazel are joined by Dale, owner of Pure Protect and Stonebridge Protect to explore what key skills are required when it comes to creating great protection referrals instead of it being a tick box exercise. During filming we were faced with the challenge of noisy building works outside and despite this, Dale gives some fantastic insights in to what advisers can be doing ahead of the consumer duty coming in to force at the end of this month.
We cover:

The risks advisers face if they don’t review their protection process ahead of the new consumer duty rules coming into force
What are the elements that go in to creating the perfect protection referral?
A claim’s story which could have been very different had the customer not been seen by a specialist
What makes a good protection adviser
The commercial benefits of partnering with a protection specialist

If you are experienced in financial planning, mortgage or protection advice and would like to feature on future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.

Next Episode

James Adams and Thora Kehoe | How do you embrace and incorporate technology into your business?

We are excited to bring to you an extended “Technology Special”! The world of technology has an ever-changing landscape and evolves at such a pace so how can advisers keep abreast of the tools that can enhance their role, their customer service and provide them time to advise on protection? James Adams, Director of My Simple Mortgage, and Thora Kehoe Chief Product Officer at Smartr365 spent time with Wayne and Hazel to uncover some of the truths around using technology in our industry, how it can enhance customer relationships, help keep advisers on the right side of compliance and drive efficiencies. All these aspects are key to running a successful business and in turn, provide extra time to provide great advice to our customers.

In this episode, James shares how he has embraced and incorporated technology into his business and Thora shares some of the key facts advisers should keep in mind when looking at adding technology enhancements to their strategy. This episode is a must for any adviser considering how they can utilise technologies within their business.
We cover:

James’s journey to adding technology into his business and some of the challenges and learns along the way
The reasons why technology could help keep your business compliant, especially in the new world of Consumer Duty.
What a “data prisoner” is and how to avoid becoming one
The questions to ask of a technology provider before committing to add them to your business strategy
Some of the ways James’s team uses the extra time that technology provides them and why this helps create a successful environment for advising on protection

If you are experienced in financial planning, mortgage, or protection advice and would like to feature in future episodes, please reach out to [email protected]. Please also get in touch with any topics you would like us to cover on this podcast.