Insurance

1
Insurance financial advice risky business?

• Caspar Bartington
• Relationship Manager
• The Chartered Insurance Institute
• Rob Milan DipCII
• Richard Moodey CertPFS

2
Why are we here?

• Challenging perceptions
• The fundamental importance of insurance
• The opportunities within financial advice
• Confirming the stability of both insurance and
  financial advice in a turbulent sector

3
The CII is

• The worlds largest professional body for
  insuranceand financial services
• Just under 100,000 members in 150 countries
• Very well-hidden

4
Insurance is

• Peace of mind risk transfer
• 300m paid out in claims every day
• Global

5
Great industry

• Fundamental to modern life
• No insurance
• No shipping and travel
• No construction and motoring
• No risk taking no innovation

6
Big business

• Diverse challenges
• Hurricanes, earthquakes, investments, finance,
  airline going out of business

• And its bigvery big
• Over 330,000 employed directly
• Over 1m in related fields
• 2nd largest export
• 20 of the total net worth of UK plc

7
Introduction to Insurance BrokingRob Milan
8
My route into insurance

• University
• I attended Essex University 1999-2001 and
  graduated in Philosophy
• After graduating I spent 4 months working in
  California and a further 8 months working full
  time in a bar whilst I looked for a proper job.
• What attracted me to insurance?
• Whilst at University I sat a career soft-skills
  assessment which recommended several career paths
  which suited my personality and skill set. One of
  these careers was Insurance Broking
• After meeting Willis for the first time I was
  persuaded that it would be a suitable environment
  for me to begin my career.

9
My career so far

• Day One
• In Feb 2002 was appointed by Willis as a Claims
  Technician handling a portfolio of clients from
  the far east
• Although I realised fairly quickly that this was
  not the direction I wanted to take in the long
  term, Willis provide many opportunities to move
  internally.
• Moving into Broking
• In 2007 I moved from Claims into placing and
  became an Account Manager / Broker in Willis
  Aerospace division
• In my current role I arrange insurance programmes
  for medium-sized airports around the world
• It is essential that I build strong relationships
  with both clients and underwriters in the London
  Market.
• Project Work
• The Willis Career Development Model
• The PRP Team in our Mumbai office
• Certified Willis Trainer.
• ACII
• I have been studying for my ACII since joining
  Willis and am due to sit my final exam in April.

10
PRP Contents

• Day in the life
• 0800 Arrive at work and begin studying
• 0900 Log on and review any new
  enquiries/queries which have come in overnight
• 0930 Team meeting to allocate accounts and
  discuss any issues of the day
• 1000 Begin designing a programme structure for
  a new client and match their requirements
  against available coverages in the market
• 1100 Call one of the London Underwriters to
  get their views on the new enquiry
• 1130 Videoconference with our Mumbai office
• 1300 Lunch
• 1400 Prepare presentation for visiting
  existing client from Japan
• 1500 Deliver client presentation
• 1630 Return to the new enquiry and prepare
  appropriate documentation to submit to the
  market
• 1745 Log off and spend another hour studying

11
Willis Ltd

• Willis offers rewarding training programmes for
  new recruits into the industry, both in Ipswich
  and London
• To find out further information about how to join
  Willis and the training programmes we offer
  please visit Romilly Clarke, Karen Green and
  David Smith at the Willis stand at the Annual
  University of Essex Information and Recruitment
  Fair on Monday 27 October 2008

12
Opportunities

• Diverse range
• Other specialist and technical roles such as
  claims, loss adjusting, underwriting
• General business roles such as accounting,
  marketing, HR and business management
• Skills, training and professional development
• Superb rewards without compromising life

13
Qualifications

• CII Certificate in Insurance (same level as A
  level ) foundation
• CII Diploma in Insurance (same level as yr one of
  a degree) usual starting point for a graduate
• CII Advanced Diploma in Insurance (same level as
  degree) also known as ACII probably the most
  well-known insurance qualification in the world
• Fellowship (FCII) the pinnacle of professional
  qualifications

14
Big names
And many more.
15
www.insurancecareers.cii.co.uk

• Business explanations
• Profiles
• Case studies
• Job descriptions
• Links to employers

16
Richard MoodeyRegional Account ManagerZurich
Intermediary Group
17
Following in my fathers footsteps

• Father worked for Royal Insurance 40 years
• Trainee Life Inspector 1987 _at_ Royal Life Ipswich
• On the job training different opportunities
• Royal merged with Sun Alliance in 1996 RSA
• RSA closed Life business in 2002, joined Zurich
• March 2008 21 years _at_ Consultant
• April 2008 New role Regional Account Manager

18
Chief or Indian?

• 21 years in role always kept ahead of employer
  trends being a fee earner
• Relationship management is vital to services
  industry
• Ongoing qualifications important
• Self motivated, enthusiastic, passion for self
  improvement
• Networking, professional/trade bodies
• Accept fast-paced changes
• Amazing industry good at embracing radical
  change

19
A typical week in the life

• Regional Account Manager Strategic
  Relationships for Zurich
• Monday planning and prep homeworking
• Tuesday am client presentation pm E-demos
• Wednesday am new adviser tool training/pm team
  meeting/eve team dinner
• Thursday 5 adviser meetings
• Friday am peer group training/pm 2 adviser
  meetings/sport activity with adviser firm

20
Tools of the trade

• E-capability
• Websites
• Adviser tools spreadsheets/techlinks
• Back office support
• Blackberry/Lotus notes diary/calendar
• Online learning CII edLearn
• PFS workshops
• Funds seminars
• Peer 2 peer meetings best practice
• Presentation skills
• FS qualifications

21
Why do I still do it?

• Still passionate about life assurance
• Love the people team/advisers/public
• Ever changing economic environment
• Well paid usually
• Very competitive benefits
• Never just a dull 9-5
• Stretches your knowledge abilities
• Could still be a lifetime career

22
What would you like to do today?

• National Accounts consultant
• Marketing Managers
• Team Leaders
• Product Development consultants
• Tax Specialists
• Specialists Pensions/Investments/Protection/E-ca
  p
• Broker Consultant
• Sales Managers
• Sales Trainers
• Regional Account Managers
• Sales Directors
• CEOs

23
Big business

• Apart from Zurich, other big advice employers
• Tenet
• Sesame
• Bankhall
• Positive Solutions
• Origen

24
Qualifications

• CII Certificate in Financial Planning (same level
  as A level ) essential for most roles in
  financial planning
• CII Diploma in Financial Planning (same level as
  yr one of a degree) needed for good quality
  financial planners (and subject to regulatory
  review possibly required within five years)
• CII Advanced Diploma in Financial Planning (same
  level as degree)
• Chartered Financial Planner only about 2 of
  planners have this title

25
Credits with your degree

• Insurance framework
• It typically takes 3 years to get to ACII level
• You will get credits equal to two or three units
  (saving around 6 months of study) with a degree
  in one of the following
• Business
• Accounting
• Finance
• Economics
• Law

26
Credits with your degree

• Financial advice framework
• It typically takes 2 years to get to Dip FP level
• You will get credits equal to two or three units
  (saving around 6 months of study) with a degree
  in one of the following
• Business
• Accounting
• Finance
• Economics
• Law

27
Some useful websites GI

• britinsurance.com/careers/graduates
• allianz.co.uk/careers
• lloyds.com/about_us/careers/graduate_careers
• jobs.axa.co.uk/graduates/index
• willis.com/careers/graduate_careers
• whatifaon.co.uk
• escapethehorror.com

28
Some useful websites FS

• tenetjobs.co.uk
• origenfs.co.uk/people/careers
• moneyportal.com/join-us
• awdplc.com/careers

29
In summary

• Great industry
• Great opportunities
• Great future even now!

Take a closer look cii.co.uk / tinyurl.com/34uous
thepfs.org caspar.bartington_at_cii.co.uk