Ashley Hill, protection expert at London & Country Mortgages, speaks to Health & Protection about leaving the world of furniture for insurance, taking inspiration from his captains of industry parents, overcoming exam failure and being a BMX boy who has a lot of fun.
How did you get your start in the sector?
I moved to Bath for a complete change of scenery and career back in 2018. I previously worked in a furniture retailer as a sales assistant for nine years straight out of school and college. For me, this was a huge step as Salisbury is a very small town, everyone knows everyone and it’s where I was born. I was very comfortable in my job role but I knew there were better opportunities out there.
I started at L&C mortgages as a general insurance adviser. Transitioning from face-to-face to phone-based advice was really difficult and I struggled to get to grips with this at first before it clicked. I then applied for the position of protection adviser after nine months, as I felt this would be much more interesting and challenging. I knew I could build good rapport with clients so this felt like the perfect job role for me.
What do you enjoy most about your current role?
Honestly, it is being able to talk to people on a level that they would talk with any other sales person. We go into a huge amount of personal and confidential information so it is key to have a good relationship with clients.
Of course, the role is making sure that families and their mortgages are correctly covered so I think that all protection advisers get a sense of comfort, knowing that we are helping and changing people’s lives in the most difficult time.
I strongly believe that advice is all about people buying into you and having that rapport. I think that I have always had that ability.
Who is your role model – in life or in work?
It is hard to choose just one so I am going to say my parents – 100%. They have always supported me in everything I do.
My mum runs her own business within the private health sector and works crazy hours. Her attention to detail in her work is phenomenal and her work effort is unmatched.
For the majority of his career my dad was a store manager in the furniture industry. He was my manager for four years and I can honestly say I learned so much from him during that time. My dad self-taught loads of different life skills from plumbing, electrical work, carpentry – basically anything DIY related, he is incredible at it.
So they are my role models.
Who has been your most important mentor in your career so far and why?
Again, my dad for too many reasons to mention. I’ve looked up to him all my life. If I could be half the man he is, I’d be happy.
I left the furniture industry for a short period of time to try out the motor trade (sales) and that wasn’t for me for several reasons.
I returned to the same company in a different store (which my dad managed). I was a little apprehensive at first because it could go one way or another when working with family. He trusted me and gave me managerial responsibilities to run the shop when he wasn’t there. We drove to work every day together, drove home, lived together. That probably sounds like a nightmare to some people but I learned a great deal and I will forever be grateful for this.
What advice would you give to people thinking about a career in the sector?
Prepare to be stressed. Prepare to handle objections. Prepare to do long hours especially at the beginning to build your knowledge and experience.
But 100% go for it – someone told me that moving from building and contents insurance to protection was a sideways step and that drove me to prove that person wrong. This job has allowed me to do so much and I have met so many amazing people.
What has been your biggest setback and how did you overcome it?
My biggest setback was failing my R05 exam. I am honestly the worst at exams.
My manager will back me up when I say that I had the knowledge and I knew what I was talking about, but when it came to an exam and putting it on paper, I just could not get it.
It was actually a really challenging time, as it was mid lockdown, a baby on the way and I knew I had to pass this exam or I wouldn’t be able to do the job. The pressure got to me but I persevered and I got there in the end.
Massive thanks to Amy Potter and my fiancée for the endless hours of revision.
Laugh or cry – what did your most memorable client or case make you want to do and why?
There was one in particular, who was a single mortgage applicant with two children and no sick pay.
We had discussed the importance of income protection as everything was reliant on her ability to work. She admitted that she wouldn’t be able to keep up with payments should she be off work long-term. After discussing budgets for some time, I recommended an income protection policy at £15 per month to replace her income after three months and cover her mortgage and bills.
No matter what I said or what scenario I used, she decided that she didn’t want to take cover and it was just something she didn’t think would happen to her.
Having a child myself, this was extremely hard to get my head round but I simply could not get the customer to see the clear benefits of the policy, no matter what I said. It was a frustrating reminder of the challenges that protection advisers face every day.
What’s your ultimate goal for your career?
To be honest, I don’t have an ultimate long term goal at the moment. This will likely change in the future but I love what I do and I love helping people, so for me this is perfect at the moment. Continuing to build my knowledge of the industry and improving as an adviser is my main career goal currently. As long as I can support my family and enjoy life as much as possible with my kids then I am happy.
How would your boss describe you?
This could be good or bad and depends if she has had her morning coffee.
I think Amy would say that I am a big pain in the bum 50% of the time because I laugh a lot and tend to distract people, but I like to try and boost team morale where possible and I don’t do it to be annoying – most of the time…
I think she would also say that I am a very hard worker, a team player and try to support her as a manager wherever possible.
What’s your biggest talent away from work?
I wouldn’t say it is a talent any more but I am fairly good on a BMX.
What mantra do you live by?
“I create my own path and walk it with joy.”
What song would you regard as your theme tune?
Benny Hill theme tune because this is what my life feels like most of the time.