Technical expertise and strong product knowledge may seem like the most important skills for any broker but one industry expert has warned that they’re still not enough on their own.
“When it comes to product and technical, it only really represents 10% of your conversation with a customer but you have to know 100% of the components,” says Mark Vilo, head of bank intermediaries at Suncorp. “You need to understand your product set, the policies and the regulations – and you need to be continuously up to date on those – but I think a lot of brokers tend to move away from soft skills.”
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