You play an important role in guiding your customers towards the financial solutions that meet their needs and aspirations. AFG helps you do this through the Partner Connect program, by giving you access to a wide range of additional products and services, including commercial finance, asset finance, personal loans, and health and wellbeing insurance, to which you can refer your customers.
But how do you know when the optimal moment is to introduce these products and services to your customers?

Each product offered by Partner Connect partners has its own sweet spot for discussing with your customers. Below, we'll explore when might be the best times to introduce each partner's offerings in their customer journey with you.

When to refer your customer

AIA Financial Wellbeing

Product: Life insurance, health insurance or advice.

Buying a new home is a significant life event, so it is a good time to help your client ensure their debt and lifestyle are protected; you can do this by referring them to AIA Financial Wellbeing.

A good time to ask your customers if they want to be referred for health and life insurance is at the unconditional approval, loan settlement and refinancing stages of their journey with you.

Talking points to use with your customers at each stage

Meet with your client: Could you service a loan and maintain your lifestyle if an unexpected illness or significant injury were to happen?

Unconditional approval: Now that you’re about to take on debt, would your loan and lifestyle be adequately protected if you couldn’t earn an income due to an unexpected illness or significant injury?

Home loan completion: Now that your debt has settled, is your home and lifestyle adequately protected if you couldn’t earn an income due to an unexpected illness or significant injury?

Refinance: Part of our review service is to check that you continue to have appropriate protection in place, which allows you to pay your loan, maintain your lifestyle and provide you and your family the peace of mind should an unexpected illness, injury or even death occur.

Referral tip: If you are on BrokerEngine Plus you can take advantage of the AIA workflows, learn more here. 

Broli

Product: Asset, commercial and personal finance.

When you are assisting your customers with purchasing a house, it is an excellent opportunity to ask them if they are interested in the asset finance and personal finance options available through the Partner Connect program. Whether they're looking to finance a boat, jet ski, or other assets beyond just cars.

During your initial meeting, you can explore if they need financing for these additional assets, it is also a great time to discuss their plans for any potential future purchases.

Marketplace Finance

Product: Commercial finance.

These products are most suited to your self-employed customers who run their own businesses. When you meet with them, you could ask them how their business is going and if they are looking to expand or grow their business.

You can also target them by email, letting them know if they need help finding the right commercial lender, you can put them in touch with a commercial broker who you trust.

You could find these customers using Analytics by following these steps.

If you are stuck on what you should be asking, Marketplace Finance has the following great conversation guides:

• Conversation guide - commercial property
• Conversation guide - construction
• Conversation guide - trading business

Next steps

Make sure you are taking full advantage of the Partner Connect program by looking at your customers' journey with you and your brokerage. Build in asking your customers if they want to be referred using this article as a guide.

The more referrals you facilitate, the more you earn; plus, keep in mind that if your customer returns to our partners to refinance or get a new loan or policy, you will earn a commission for being the original referrer. It's a win-win scenario for both you and your clients.