ABW: How do you keep on prime of all of the insurance policies in any respect the banks and non-banks?
Tsouskas: Being within the trade for therefore lengthy. That is truly the primary query I requested once I [started working at] Lending Affiliation. My first week, I tapped my colleague on the shoulder and stated, “How have you learnt the place to go for what?” They usually stated, “It will come; it’s going to click on ultimately.” As a result of [prior to that], I got here from Westpac, and I used to be like, I solely know Westpac. However, I realized that as a dealer you do not have to know every little thing about each coverage, so long as you understand a big sufficient portion so that you could assist the shopper with what they want. Now, certainly, I often know inside 5 minutes of speaking to a shopper, and dealing with a crew, the place to ship them, between one or two or three banks.
