Allan Sixpence, managing partner at Risk Experts Underwriting Managers in Zimbabwe speaks to Health & Protection about his career in international private medical insurance, the difficulty of maintaining policy value in an environment with hyperinflation, the opportunities of a virgin market in Southern Africa, the power of listening and why – with his wife by his side – he is ‘Unstoppable’ today.
How long have you been in the international health/benefits advice industry and why did you start working in it?
I have worked for eight years in the international health and benefits industry. I was driven by my passion and love for the people and motivated by my strong desire to help people
How long have you been with your present firm and which markets (geographically, industry, people) does your company do business in?
Almost seven years. We are based in Zimbabwe but we also cover other nations in Southern Africa.
Our customer base includes corporate clients, individuals, professionals and foreigners working in Zimbabwe. They work across all industries including manufacturing, farming, mining and tertiary service.
What is the biggest factor affecting the international health and benefits space for you and your firm?
The biggest factor affecting the international health and benefits is the economic situation in Zimbabwe, which is characterised by hyper-inflation, currency instability, policy inconsistency and political and country risk.
It is difficult to hold the values of policies or managing the eroding of the policy sum assured which can cause a loss of customer’s confidence in the health/benefits industry.
Where do you see the future of IPMI in Zimbabwe and/or southern Africa?
There is a great potential. The market is still an untapped, virgin one against a background of an increase in insurance literacy as well as greater disposable income.
Who has been your most important mentor throughout your career?
My wife. She has helped me to realise my potential and she provides me with excellent support.
What advice would you give people thinking about working in the international health and benefits sector?
It is a good career to pursue, with lots of exposure and self-satisfaction that comes from helping people and to protect human life in dire situations.
What has been your greatest success at work?
I have managed to build a strong portfolio of clients and gained respect within the industry.
What are your top three priorities for the next year?
First, to retain my business and achieve a business retention rate of more than 95%.
Second, to grow my portfolio.
And third, to expand into new territories such as South Africa, Zambia and Malawi.
What is one personal skill that most people do not know about?
The ability to listen, listen, listen to the needs of the clients so that you will able to match or provide the appropriate solution or product.
What mantra do you live by?
Always speak with honesty, think with sincerity and act with integrity
If you could work in any location in the world, what would it be?
I would be interested in any country in Europe including the UK, France and Georgia, but also Australia and New Zealand.
What song would you regard as your theme tune?
Unstoppable by Sia.
