Industry Interview – Marna Krause

A top selling FMI Financial Adviser, Marna Krause has been working in the Life industry for the past ten years. Working for herself, in Pretoria, Marna practices what she preaches and is covered by FMI.

1. How long have you been working with FMI’s products?
About 4 years

2. Why do you recommend FMI’s products to your clients?
Ease of process and benefits – with FMI, my clients don’t have to fill out a million different forms to get paid when they put in a valid claim. And the affordable premiums, of course!

3. How do you get your clients to understand the importance of Income Protection?
I tell them to look at their group benefits, consider the amount of sick leave they have, consider what would happen to them if they were permanently or  temporarily disabled. I also explain to them that permanent disability can take up to 2 years to pay out so they need to think about what will happen to them in the meantime. Not to mention that loss of income doesn’t just happen because of a permanent disability – it can be the result of illness as well. FMI covers both situations.

4. Any tips for being a successful Financial Adviser?
Stick to the basics – if you don’t see clients, you are not going to do write any products. The more appointments you make, the more clients you’ll have. When you’re with a client, keep the FNA simple and know the product and what is going on with all the other companies, even if you don’t sell their products. This means you can do a comprehensive review of the client’s portfolio. This is good business! And, don’t forget to have fun!