Insurance Managers: Teamwork enhances relationships and builds business
Consultants bring a wealth of financial knowledge and experience to their client relationships. But the growing complexity of clients’ financial needs and the multi-faceted nature of financial planning means that no single person can have all the answers all the time.
That’s where Investors Group specialists come in. As readily available sources of vital information on securities, insurance, mortgages and other aspects of financial planning, they help forge critical links in the relationship between Consultant and client. Insurance Manager Rob Costantini is one of those specialists—and he’s in such demand that he splits his time among three regions in Southern Ontario.
“IG Insurance Services offers a wide range of products including Disability, Universal, Term, Critical Illness and Long Term Care,” says Rob. “Whenever a Consultant requires a local expert to help incorporate insurance products into a financial plan, they call their Insurance Manager. In the areas from Brantford to Niagara Falls, that’s either myself or my colleague, Jill Hurley.”
Like the other 39 Insurance Managers across Canada, Rob brought a strong background in insurance to his role with Investors Group. “I was a career insurance agent before moving into corporate sales management. When I came to Investors Group, Consultant training was a big part of my job. Consultants were reluctant to sell insurance because of limited product knowledge or the concern that being perceived as ‘insurance salespeople’ might impair their client relationships. That’s why I developed the Nest Egg Formula, which shows the importance of insurance in safeguarding and enhancing the investments Consultants recommend for their clients. The Nest Egg Formula has been very successful and is now used right across Canada.
“Training is still an important aspect of my work but it has now evolved into insurance planning for estate preservation. I also spend much more time helping Consultants develop cases and close deals. Jill and I try to be totally accessible to our 112 Consultants—and it’s certainly paying off.”
Division Director Ralph Sacco (St. Catharines), a 14-year Investors Group veteran, says Rob “has been instrumental in showing me different concepts using insurance to complement financial plans. He’s helped me improve service to clients and increase my sales. And he saves me a lot of time, as well, by defining the best possible insurance solution for a client so I don’t have to spend hours figuring it out.”
Consultant Ron Champagne (Burlington) began his career with Investors Group just after the 9/11 tragedy and used Rob’s insurance expertise to jump-start his practice in a difficult time when investor confidence was at an all-time low. “I found that an estate planning focus that included an insurance component worked well,” says Ron. “It enabled me to offer clients much more than just investments. I’m also a strong proponent of cross-selling. Rob helped me build the strong ratios I enjoy on the insurance side.”
Inquire today to find out more about the world of unlimited opportunities at Investors Group.
