Look after yourself so you can look after your clients

To succeed as a financial adviser, you need to know when to recharge your batteries. Lourens Durand, one of Medihelp’s top financial advisers since 2019, sets clear boundaries and takes plenty of leave – setting a strong example of balance in a competitive industry.

“No matter how much of a socialite you think you are,” says Lourens, “the majority of us benefit from breaks away from home, time out in nature, and hours spent pursuing creative pursuits, so we can return to work refreshed. Activities like this stimulate crucial parts of the brain, allow for quiet inner thought, and provide sustained productivity when it is needed. I find a change of scenery, even if the laptop comes along, highly invigorating.”

This advice offers a valuable lesson for anyone with ambition, but especially for those who have tested their personality type on the Myers-Briggs Type Indicator (MBTI) – an assessment tool that helps to increase self-awareness, understand and appreciate unique differences, and apply these insights for personal improvement.

Within MBTI, introverted, intuitive, feeling, perceiving (INFP) and introverted, intuitive, thinking, and judging (INTJ) are personality types known for their creativity and their need for alone time. They need time to focus on internal thoughts and ideas, rather than external stimulation, to fuel their inner world.

Lourens worked in retail before he got started as a financial adviser, and he was working weekends and the kind of long weekday hours that are not conducive to anyone’s health. “A friend rocked up at an event in a brand new sports car, and I thought, ‘If she can do it, so can I’.” While not a materialistic person, Lourens realised it’s possible to help people and enjoy the lifestyle that you aspire to that also suits your personality.

Medical aid for the win

Starting out in life insurance, Lourens began to focus more on medical aid when the COVID-19 pandemic struck, as people were cutting back on their investments.

“Today, I regret not making the switch to medical aid years ago. It just feels like you’re doing way more to help people,” he enthuses.

He’s an adviser intent on giving each client the very best product and plan for their needs by clearly outlining its benefits and limitations. While he deals with many different medical aids, Lourens enjoys the personal touch that a handful of companies seem to have gotten right – the ability to sort queries promptly. He expands further, “If you keep a client happy when it comes to their medical aid, this gives you a foot in the door for future business in other areas of a financial portfolio.”

Applying values at work

Lourens lists his top personal values as honesty and being upfront (so that clients know where they stand), sociability (while keeping the professional and personal separate), and being passionate about your life’s work “because it makes a difference in people’s lives and also to the number of referrals you receive.”

On applying his strong beliefs at work, Lourens comments that he listens before he talks “because people like to tell you what they need and want. But those things don’t always match up with what they can afford or with what’s available in the market. Most clients appreciate my direct approach, because I tell them about others who’ve ended up with us because they were conned into believing they had benefits that were not applicable to their policies.”

Advice to the newbies

Entering the financial services space is never easy. You’ve got to start from scratch and won’t earn well at the outset. But over the years, your book will grow, and it will all become worth your while, reveals Lourens.

“You soon gain a clear picture of the companies you want to work with. Medihelp is my provider of choice, as I know they will assist me and provide consistently great products. They’re well priced, offer training sessions, and motivate and provide resources for advisers on social media. There are also plenty of in-person events. You can’t ask for better.

“With Medihelp, you can pick up the phone and speak to someone able to provide the answers you need. This helps an adviser to best serve their valued clients.”

The beauty of a honed strategy and balanced life

While Lourens says much effort goes into developing a strategy initially, the more people you contact, the more will respond positively.

“I try to keep in touch with all my contacts. Word of mouth is fantastic if you’re good at what you do.

“Being successful frees you up to seek out healthy lifestyle choices like going on holiday when you need a break and engaging in sports activities out of town. If you hone your skillset over time, it all starts to come automatically, and you can choose who you take on as a client.”

If you get bored easily, as Lourens does, you’ll appreciate his need for a plethora of dynamic recreational activities. “I cycle, do a bit of mountain biking. But I’m also somewhat artistic, so I dabble in creative pursuits at home, and I’ve started taking French lessons again. I’m also playing piano now, so many years after primary school.

“It’s vital to switch off, so you can bring more to the table when it’s work time again,” he says.

Personal insights from Lourens

• “I’ve been fortunate enough to have medical cover all my life. I feel sorry for those who haven’t had medical aid for a period and are now trying to get back on with all the related penalties.”
• “Gap cover has become a vital safety net, because specialists charge 300 per cent or more of a medical aid’s tariff. I, therefore, try not to sell a medical aid without gap cover.”
• “The scariest thing I’ve heard from medical professionals is that no matter how expensive your plan, the medicine and care available to you in a private hospital will be exactly the same. The right approach, then, is probably to secure an excellent hospital plan and to supplement it with day-to-day insurance and/or gap cover.”

Plans to keep the book growing

Being close to retirement age does not mean it’s time for Lourens to slow down or close up shop. “This is my livelihood, so as long as I can stay up to date, informed, and keep clients happy, my book will keep growing.

“Just know that as your adviser, I’m not going to promise you the world. My role is to provide you with sound advice and empower you. Then, if you don’t manage on the app or website, please get in touch immediately.”

Reach out to Lourens via email at lourens@bestfin.co.za.

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Written for Medihelp by Vanessa Rogers