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Client in Focus – Murray Christian, Shortland Insurance Brokers Posted on October 9, 2018
After 11 years of working as an insurance broker and despite his hard work, Murray was seemingly lost within large international insurance broking corporations. This, along with a goal to be financially independent made him desire to start his own business which would also provide his children with a career option should nothing else arise for them.
After a year of mainly focusing on client retention, Murray aims to achieve substantial growth by seeking referrals from his existing clients, and penetrating a couple of key niche markets.
Murray says “Over the next 12 months, my aim is to retain over 95% of existing clients and grow sales by at least 10%. Based upon the first month, this is very likely. 2014 has started very promising with several new clients already on board and a large number in the sales pipeline.”
Murray currently faces a number of challenges, finding it hard to keep on top of his financial position with things like reporting, ATO payments, planning and cash flow. He adds “I am good at insurance broking but running a business is another thing!”
Major Broking companies are now also realising something smaller brokerages have known for years – the SME market is the place to be! This means that Shortland Insurance Brokers and other small businesses in the market will be expecting greater competition from larger Sydney and Newcastle based brokers on their existing clients and new business opportunities.
Since teaming up with Robson Partners in September 2010, Robson Partners has helped Murray get back on track after initially receiving poor advice from a previous financial advisor.
He says, “Assistance with taxation planning and liaising with the ATO on my behalf has been the most outstanding feature of the relationship. In addition, Robson Partners have proven greatly beneficial with superannuation advice, bookkeeping preparation (Xero), planning/goal setting, cash flow management, vehicle leasing, training, coaching – the list keeps going!”
Robson Partners has, over time, proven to benefit Shortland Insurance Brokers through their availability and their professional and reliable advice which has also helped reduce the stress on the management of the business, therefore allowing to concentrate on servicing current clients and increasing sales.
Murray also is looking forward to setting up a Self-Managed Super Fund with Robson Partners support.
In the next 12 months, Murray predicts that at Shortland Insurance Brokers, he will continue to identify and target profitable, niche markets both on the Central Coast and elsewhere in Australia since they had great success in receiving high client retention over the last 12 months.