SUB CATEGORIES General |  Networks |  PROpulsion | 

The how-to guide for a productive "work from home" strategy

04 February 2021 Sanlam

In 2021, we are likely to see the percentage of people who permanently work from home, to double.

This is according to Enterprise Technology Research (ETR) which surveyed 1200 chief information officers from around the world, 48% of whom reported improved productivity since introducing remote work. The takeout? Work from home (WFH) is here to stay and it could be good for business. Now’s the time for intermediaries to embrace the new normal and find clever ways to interact with clients.

For the intermediary, seeing clients face-to-face used to be standard practice. The pandemic has catalysed new ways of working, calling for a creative restructuring to prompt productivity and efficient client service, notes Gert Bezuidenhout, Regional Executive at Sanlam.

Bezuidenhout explains that it is important to realise the reality and the impact that the remote working situation has on intermediaries and their clients. Here, he highlights seven important considerations for an intermediary setting up a productive work from home strategy.

1. Create a conducive environment
It is important to create a professional environment that offers the correct infrastructure and privacy needed for concentration and communication with clients. Consider using a neutral digital background or generic office wallpaper scene when calling clients. As an intermediary, you also need to always look professional regardless of whether you are only communicating on a digital platform.

2. Manage your time
To ensure a balanced work-life regime, time management is of the essence. One cannot afford to have an out of sync work-life balance as this could lead to burn-out. Intermediaries need to set clear service level agreements (SLAs) with clients regarding specific deliverable, and unique rules of engagement so that expectations are met, and boundaries are set.

3. Focus on the output
Get into a habit of creating specific goals for the day. Prioritise tasks according to urgency and importance, with a focus on fuelling the economic engine. This will ensure that you focus on getting done what you have set out to achieve for the day, whilst simultaneously securing sustainable cashflow. Many people can work effectively from home, but they are not necessarily more efficient. Management reporting can drive efficiency. To be efficient you need to focus on output, whilst measuring contracted performance indicators.

4. Enhance your professional approach
The competitiveness in the market demands that intermediaries consistently work on their client relationships, especially in the current isolated environment. Keep building a strong personal brand that outlines a clear value proposition.

5. Stay connected
Right now, it is crucial to stay top of mind. That means having a presence in people’s lives through regular communication that adds value and reassurance. This also applies to intermediaries and their product providers. Ensure the correct infrastructure and technologies are in place to uphold and enhance existing systems and processes to secure efficient communication.

6. Ensure non-verbal communication stays intact when possible
Emotional connections are easier to make through face-to-face consultations, so ensure that you enable the camera in online engagements with clients to connect on an emotional level.

7. Upskill yourself
Bezuidenhout acknowledges that a long-term work from home situation requires a different set of skills from intermediaries as well. Intermediaries are encouraged to upskill themselves in terms of project management, improving their communication skills and learning the various digital tools to make communication with clients an easy process. Although digital tools can make us do more in a shorter time, it can also create chaos if we cannot manage multiple tasks simultaneously. Project management skills linked to a proper workflow process will be crucial in the new environment.

He concludes, “As intermediaries, it's important to remember that most of your clients are in the same work from home situation. Creating a productive work from home strategy will not only benefit you and your employer, it will also benefit your client, who will be receiving consistent, improved service. This will strengthen relationships during a time when clients are seeking reassurance.”

Quick Polls


The Budget Speech 2021...


Certainly taxpayer-friendly, with tax increases being kept to a minimum
Realistic and in accordance with my expectation
Is welcomed news and will go a long way to bolster the economy and South Africa
I have mixed feelings… cutbacks and reprioritisations in government spending pose a significant risk and will come at a cost
Oh no! What about our booze and tobacco! Higher sin taxes
fanews magazine
FAnews February 2021 Get the latest issue of FAnews

This month's headlines

FNA VS Compliance: Advisers still tripping up on section 8(1) of the Code!
Taking the lessons of 2020, into 2021
Motor insurers take note: Replacement parts cannot compromise an insured’s safety!
The broker’s dilemma: Courts lambaste non-life insures for business interruption shortcomings
Leading experts warn the world about the dangers ahead
The world of work 2021… smarter, faster, simpler
Trends that will shape the life insurance industry going forward
Subscribe now