Jaine's sales flow.

How you start depends on where the lead came from. Two paths in, same flow after.

Meet the client where — and how — it suits them, and capture their full picture.

1. Read the client and let them set the format. Some want a kitchen-table meeting; some just want a phone call. Pick up on that and match it — don't force a sit-down on someone who doesn't want one.
2. Before the meeting, send the disclosure documents and the ACC information by email, so the compliance side is done and they know what to expect.
3. Do the fact find on paper, wherever the meeting happens — at the table, in a coffee shop, on the phone, or on the back of a ute. Scribbles, drawings and arrows are fine: this is your working copy, and you'll translate it afterwards.

Turn the scribbles into a compliant record, decide what they need, and price it honestly.

1. Type the fact find up properly, in FMA-ready language. Their name, address and details go into the document in full. Where tech helps In buildType it once. Today the same name and address get typed on the fact find, then again on the Statement of Advice — the fix being built has the fact find flow straight through, so nothing is entered twice.
2. Take real thinking time. Look at the analysis and ask: what does this client actually need? Which covers, at what levels, with what excess?
3. Build the quotes. The honesty rule: if you already know something about the client will trigger a loading — a heart condition, for example — build that loading into the quote from the start, so the first price they see is the true price. Why: nobody forgives "good news, you're approved — but the premium is 50% higher than I told you." Front-footing the loading means there is no nasty surprise later.
4. If it's a business client, run the ACC calculator as well — the CPX numbers are part of the picture.
5. If anything feels uncertain — cover levels, structure, a tricky situation — ring Jeremy or Hank and talk it through before going further. That call is normal, not a failure.

Every piece of advice gets a second set of eyes before the client sees it. This is required, not optional.

1. Email the full pack — the typed fact find, the quotes, and anything that supports the recommendation — to Jeremy, asking for peer review. Always CC Jill on this email. Why the CC matters: Jill's copy is what gets the file into the CRM. Miss the CC and the system has no record of the advice. Where tech helps NextThe advice pack files itself against the client in the CRM — so the record no longer depends on remembering a CC.
2. Expect questions back — "why does he need this much key person cover?" is a normal one. Answer them, adjust if the challenge is right, and get the yes.

The formal document the client will read, keep, and decide from.

1. Open the right template — there is a business version and a personal version — and fill in the recommendations and all supporting information. Where tech helps In buildA template that fills itself from the fact find: only the products you actually recommended appear (no deleting unused product text by hand), and the numbers add themselves up — no more totalling a Word table at the bottom.
2. Attach the supporting material at the back: the insurer quotes, the ACC calculator (for business clients), and the product literature for each product recommended — so if they're getting life cover and income cover, the brochure for each is right there.
3. Send the finished document to Jeremy for a second pass. This review is about detail and presentation — spacing, totals, formatting. He converts the final version to PDF and sends it back.

1. Present the Statement of Advice the way the client prefers: printed and walked through in person, or emailed.
2. Then leave it with them: "have a look." No chasing in the room, no pressure. Some clients will say "yes, sign me up now" on the spot — great. The rest get space to decide.

Partners Life is paperless now. That speeds things up — and creates one trap to manage.

1. When the client says yes, start the application in the Partners Life system yourself, then email it to the client to complete the personal statement — the medical questions and family history.
2. The client finishes by ticking a declaration box. No signature is needed any more.
3. Watch what they write. Jaine's story, in her words: a client wrote on his form that he rides "enduro motorbikes", meaning weekend trail riding. Underwriting read "enduro" as motorbike racing and gave him a loading as a racer — "he doesn't race motorbikes." Unwinding it slowed the whole application. Her conclusion: "we are like the first step of underwriters." The fix: email them the form, but complete it together, side by side — in person or on a call. Jaine's verdict: "that would be a really good way of doing it."
4. Coach them on what actually needs disclosing: a "clean skin" ticks almost nothing; a leg broken fifteen years ago is not an issue. But real conditions must go in — and where you know one is coming (metal work in the body, a heart condition), front-foot it in the quote so nothing surprises them later.
5. Keep paper as a real option. Part of the client book — farmers, older clients — prefers paper, and at least one client has no email at all. The paper proposal still exists for exactly these people.

1. While underwriting runs, keep in touch with the client so they know it's all moving. Once someone is in underwriting they can't really fall out of the process — the risk of losing people sits before this point, which is what the hope list below is for.
2. When terms come back, confirm with the client and issue the policy.

Not everyone is ready when you are. The hope list is where those prospects live: people who said "not yet", went quiet, or are waiting on something in their life. They are not dead leads — they're future clients on a longer clock.

1. Nobody comes off the list unless they clearly tell you to stop. In Jaine's words, the only person she won't ring back is one who's told her where to go. "Busy right now" is not a no — it's a "later".
2. Every so often, hold a file update day: sit down with the pile of files and ring around. A natural trigger works best — "I'm going away shortly, and I want to look after you before I leave."
3. Make the contact human — a welfare check-in, not a sales chase. Time it to their life: "you were going to call him back in winter, when he stops surfing."
4. Play the long game and trust it. The proof: one of Jaine's biggest-ever commissions was a man who stayed on the list for almost a year while working overseas. Patient, polite contact the whole way — then he came back, and the answer was yes: business cover, personal cover, and two claims walked through since.