FMI is extremely proud of the fact that we paid 99.7% of all our clients' valid Temporary Income Protection (TIP) claims in 2009, following on from the 97.3% in 2008 and 97% in 2007. This proven claims payment record and our undeniable experience in this field bear testimony to FMI remaining the leaders in providing Income Protection benefits.

Several factors contribute to FMI being placed in the number one position for Income Protection, here is a sneak preview at some of our many competitive strengths:

• FMI do not aggregate on Temporary Income Protection claims – We do not reduce any TIP claim payment by other income received by the claimant during this stressful period.
  
  
• FMI do not usually require proof of income at claims stage - FMI’s clients are underwritten at application stage, not at claims stage which therefore means that at the time of claim FMI do usually not require complicated documents proving loss of income or pre-disability earnings. This helps to achieve FMI’s goal of providing a simplified and frustration free claims process for our clients. This point coupled with the fact that we do not aggregate on TIP at claims stage, makes us a rarity in the marketplace.
  
  
• FMI provides cover for up to 100% of income for both Temporary and Permanent Income Protection Benefits – FMI will pay an agreed cover amount of up to 100% of income for both Temporary and Permanent Income Protection benefits, thereby offering comprehensive cover of income.
  
  
• FMI offers an Own Occupation Definition on both Temporary and Permanent Income Protection Benefits – FMI’s definition of disability is based on the claimant’s inability to perform their own stated occupation, not on their loss of income. It's important that the narrowest definition of occupation is used to ensure that the insured's chance of having their claim accepted is maximised at claims stage.
  
  
• FMI has introduced a superior Re-Instatement benefit and an Annual Review Benefit:– The Annual Review Benefit offered by FMI gives the policyholder the option to increase cover by up to 20% without medical underwriting, up to age 56, or to reduce cover by any percentage. This benefit does not fall away if it is not exercised and can still be used if our policyholder previously claimed or was medically loaded. In the event that ‘The Annual Review Benefit’ was used to reduce cover on policy anniversary, the policyholder has the option to re-instate cover to the level at previous anniversary, without medical underwriting.
  
  

When compared with our market competitors FMI comes out on top in several categories, and we will continue to strive to improve our products to cater for all our client’s wants and needs.

There is little doubt that one of the key success ingredients is to grow your business by building relationships through networking. I believe that the aggressive hard sell days belong to a different era. One thing is to adopt the networking strategy and the other is to become a world class networker.

Now, we cannot learn the art of networking in one paragraph or from reading a couple of books. This may give some great kick off ideas. What is key to understand is that whenever you are in a group of people, always approach with an attitude of listening, getting to know others, seeing if you can help others and of course exude positivity with a smile. Remember the “doing business comes later”.

If you can get to know people and lots of them through various networking forums, large and small, and have the right attitude, very few won’t want to do business with you. Remember what we have so often said before; “People buy from people because they like them”- That’s it. Be a nice guy, start networking and build lasting quality relationships. This will give you an abundance of ongoing quality prospects for doing great business over time.

Before I head out to any forum, I tend to remind myself of a few well known key tips. We have to prepare for any function the way we would for an important presentation. If you are not going to maximise your time effectively, why attend in the first place.

Let`s have a look..

1) Don’t blend in with the crowd. I don’t mean you have to be radical, but let’s not conform within the gathering.
2) Focus on the moment and be fully engaged, this will help you stand out and will automatically give you those key necessary communication ingredients of eye contact and listening skills.
3) Always ask powerful and meaningful questions and take a genuine interest in others.
4) Importantly, always reinforce key words in your conversation. Don’t focus on long descriptions about you and your business, simplicity and impact will set you apart.
5) Create value in your interaction. Don’t just dominate the entire conversation for the sake of it. Be smart on one issue that will give you that edge. People will remember you for that. Transfer value to others, which of course creates value for you.

Let’s start building our top line through effective networking…

Mike Anderson
Chairman & CEO
National Small Business Chamber (NSBC)
mike@nsbc.org.za

The FPI Expo took place at Emperors Palace in Johannesburg from the 26th-27th of May 2010. FMI had a very sleek stand set up, in our traditional red, black and white colours, and together with the 4 members of our staff that were present, we hope we made your visit to the expo worthwhile.

We were overwhelmed by the interest in our products, especially the individual and staff schemes, tailor made for FPI members. If any of you could not make the expo and would like to learn more about our fantastic products on offer, please do not hesitate to call us on 0860 364 374 OR visit our website www.fmi.co.za.