💬 Introduction
In the rush to generate new leads and chase the next sale, most advisers overlook one of the biggest and easiest sources of business they already have — their existing clients.
Every client who’s ever trusted you represents not just a past sale, but a future one waiting to happen. In this week’s Wealthy Adviser Club session, Terry breaks down exactly how to turn reviews and rebrokes into consistent income — ethically, professionally, and without any marketing spend.
🔍 Why Reviews and Rebrokes Matter More Than You Think
The truth?
The easiest and cheapest person to sell to is someone you’ve already sold to.
Why?
✅ They already believe in the value of insurance.
✅ You’ve already built trust and rapport.
✅ There’s no marketing spend to acquire them.
Most brokers are wired to chase new clients. But your “back book” — your existing client list — is an absolute goldmine waiting to be tapped. Every policy you’ve ever written could be an opportunity to:
- Upsell
- Cross-sell
- Replace outdated or unsuitable plans
- Strengthen relationships and retention
If you want predictable income and longevity in your business, your back book is where it starts.
⚙️ The Three Key Angles of Every Review
When reviewing a client’s existing protection or mortgage policy, there are three main angles to uncover new opportunities ethically and effectively.
1️⃣ Life Events
Things change — and when life changes, policies often need to follow.
Every major life event can create a legitimate reason to review or amend a client’s protection.
Some examples include:
- New job or change in income
- Becoming self-employed or employed
- New children or dependents
- Marriage, divorce, or moving home
- Change in mortgage amount or new debt
- Quitting smoking or health improvements
Each of these opens the door to adjust cover, increase protection, or ensure affordability and suitability.
👉 Tip: Don’t ask, “Has anything changed?”
Instead, go deeper. Ask specific, curious questions that uncover the full picture of their financial and personal life.
2️⃣ Shortfalls in Existing Cover
Once you’ve reviewed their situation, look for gaps in protection.
For example:
- Life cover without critical illness
- Mortgage protection but no family income benefit
- No income protection for self-employed clients
- Decreasing term when a level term is needed
- Old policies with poor definitions or outdated terms
Ask guiding questions:
“Was there a reason we didn’t add cancer cover last time?”
“If you couldn’t work for six months, how would you cover your bills?”
“Who’s looking after your family if something happened to you?”
These aren’t pushy — they’re responsible questions that make clients realize their need. The best advisers don’t tell people what to buy. They help people discover why they need it.
3️⃣ Like-for-Like Improvements
Even when life hasn’t changed and there are no shortfalls, policies evolve.
Newer products often have better definitions, features, and payouts — meaning you can improve a client’s existing plan without increasing cost.
Examples:
- Adding multiple payout critical illness options
- Including child cover
- Switching to providers with enhanced claims definitions
- Offering added-value services like 24/7 GP access or Best Doctors
These improvements build trust and retention — even if they don’t result in new commission right away.
💼 How to Conduct a Review That Converts
Terry recommends making reviews a core part of your business model — not an afterthought.
Here’s how to structure it:
- Book Reviews Proactively:
At least once every 12 months, reach out to clients. You can say:
“It’s our company policy to review your protection annually to ensure you’re always getting the best cover at the best price.” - Ask Smarter Questions:
Don’t skip straight to the product. Use your fact-find to uncover needs, life events, and emotional triggers. - Highlight Old vs New Value:
Use CI Expert reports or provider comparisons to show where the client could be better off. - Propose Solutions, Not Sales:
When you find an angle, position it like this:
“I’ve identified a few areas where we could improve your protection. I’ll research the market and design a plan that’s better suited to your current needs.” - Follow Up Consistently:
Clients don’t cancel because you called — they forget because you didn’t. Keep them warm with emails, birthdays, and anniversary messages.
🧩 The Psychology Behind It
Reviews and rebrokes are about relationship selling, not transactional selling.
You’re not re-pitching. You’re reaffirming trust, reminding them of your professionalism, and ensuring they’re always properly protected.
Clients stay with advisers who care — and reviews are proof you care.
💌 Keeping Clients Warm Between Reviews
Here are a few simple but powerful ways to stay front-of-mind all year:
- Anniversary emails: “Happy 1-year anniversary with us — we’ve loved helping you protect what matters most.”
- Birthday messages: Personal, warm, and human.
- Good news updates: Share milestones like, “We helped 200 families secure their future this month.”
- Seasonal campaigns: “Cash for Christmas” referral incentives, newsletters, or updates.
Every small touchpoint adds trust equity — making each review easier and more fruitful.
💡 Key Takeaway
Most advisers spend 90% of their time chasing new business.
But the real wealth is in the people who’ve already said yes to you.
Your back book is a goldmine — full of warm clients, warm leads, and untapped income.
Review ethically, ask the right questions, and you’ll not only increase your commissions but also protect more families and strengthen your long-term business.
🎯 Call to Action
If you’re a financial adviser ready to master referrals, reviews, and rebrokes the Wealthy Adviser Club way — join our community of elite brokers today.
We’re building a movement of advisers who sell ethically, build wealth strategically, and lead the next generation of financial professionals.