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Meet a member of the FMI Sales team

03.07.2013.
  1. What did you do before you came to work at FMI?
    I have a chequered past. I’ve worked as a computer programmer, done a stint in the travel industry, and spent a lifetime as a credit controller. All this before I landed in Durban where I entered the financial services market! Previous to FMI, I was a Business Consultant at Old Mutual and worked there for almost 5 years, completing my RFP (Registered Financial Planner) training with them.
     
  2. Why did you decide to come to FMI?
    Several reasons but mainly because one of my Advisers told me I could have all his business except Income Protection – because that he places with FMI. I had never heard of them before so I asked him to show me the product so I could make a comparison. Well! There was no comparison so when I heard they were looking for a consultant in KZN, I put up my hand! I had never included income protection in my marketing plan, so I knew the opportunities for advisers could be huge – essential income cover for their clients and income (commission) for them.
     
  3. What do you enjoy most about working for FMI?
    The product is good and sits well in any active client’s portfolio, and I enjoy helping Advisers see this opportunity. The people here are also a big plus factor – most companies have office politics but we have office dynamics!
     
  4. Tell us a bit about your day as BD Manager.
    I am very fortunate that I still have a panel of Advisers to service as a BD as the interaction that you get from most of them is very rewarding. Having Robynne and Tommy on my team and joining them on their Adviser calls just adds to that dynamic. So, it’s up early, attend to emails, and then off to either my appointments or joint calls with the team. The truth is I see this job as my passion, not my pension!
     
  5. Number One Sales Tip?Ask a question.
    Ask if the Adviser writes income protection. Who is it with? If an Adviser prefers another company, ask them why. My personality is analytical so this tests me as we tend to tell people things rather than ask – if you need confirmation of that you can ask my children.
     
  6. What is the one thing you hope to achieve in this role?
    I’d like KZN to be able to compete with the other two regions comfortably, and in time, I would also like the team to grow by another member or two.
     
  7. What is one thing about you that might surprise people?
    Only one? There are probably a few things but one would be that I never underestimate the people around me. If I did, it would be my biggest mistake. Another might be that I ran a mountain bike club for about 8 years!
     
  8. Anything else you’d like people to know?
    You are braver than you believe, stronger than you seem, and smarter than you think.”  Very wise words from a very wise… Winnie the Pooh.