Jivtar Chawla, protection broker at Alexander Hall, speaks to Health & Protection about moving from mortgages to protection, navigating difficult conversations, his love of jazz and the saxophone, and how he once managed to secure cover for a client who had been declined by five insurers.
How did you get your start in the sector?
I began my career at Foxtons as a move consultant, working in a dynamic and energetic team right in the heart of London. It was there that I started building my in-depth knowledge of the property market.
My goal was always to progress into a mortgage advisory role, so I moved into the client services adviser team at Alexander Hall with that in mind.
Interestingly, it was at Alexander Hall that I was approached to consider a move into the protection side of the business instead of mortgages. I was hesitant at first, but the protection team was persistent—and I’m so glad they were! I quickly realised it was a space where I could really thrive, and I haven’t looked back since.
What do you enjoy most about your current role?
In a nutshell – helping people. Every stage of the process gives me a different kind of buzz.
I love those early conversations where clients share their excitement about moving and securing finance.
Then we move into understanding their needs and goals, exploring different types of cover, and identifying any gaps they hadn’t considered. Helping them secure the right protection is incredibly rewarding—whether they’re buying their first home or protecting a portfolio of 20 properties.
That feeling of making a real difference never gets old.
Who is your role model – in life or in work?
Ajay Banga, former CEO of Mastercard and now president of the World Bank Group.
He’s not just a visionary leader—he’s someone who leads with integrity, urgency, and purpose.
What inspires me most is how he balances ambition with compassion, driving real change in both the financial sector and global development.
His career shows that you can be commercially successful while making a meaningful impact, and that’s something I try to carry into my own work every day.
Who has been your most important mentor in your career so far and why?
Sam Salim has played a huge role in shaping me into the adviser I am today. He was the one who encouraged me to move into protection rather than mortgages, and I’m so glad he did.
Beyond that, he’s taught me how to approach difficult conversations with empathy and confidence. Sam’s an incredible manager, and I’m genuinely grateful for the opportunity to learn from him.
What advice would you give to people thinking about a career in the sector?
Be prepared for some tough conversations.
You’ll be talking about real-life challenges—things like illness, unemployment, and loss. These are sensitive topics, but they’re so important to discuss openly so people can make informed decisions.
My advice? Learn from those who can show you how to handle these conversations with care, compassion, and professionalism.
What has been your biggest setback and how did you overcome it?
One of the biggest challenges for me was getting comfortable with tough conversations—especially those involving sensitive topics like illness or financial hardship.
At first, I found them really difficult to navigate. Thankfully, Sam, my manager, supported me by creating realistic scenarios to practise with, using “What if this happened?” style conversations to build my confidence.
Over time, those practice sessions helped me develop the empathy and clarity needed to handle these discussions with care. The more conversations I had, the more natural they became. Now, they’re one of the most rewarding parts of my role.
Laugh or cry – what did your most memorable client or case make you want to do and why?
This particular client made me want to do both.
They came to me after being declined by at least five insurers. It’s not something I see every day, but when it happens, you know that client is relying on you to pull something magical out of the bag.
You become their last resort—and that’s a heavy responsibility. It was heart breaking to see how defeated they felt, and I was determined to find a solution for them. After a lot of digging and persistence, I managed to secure cover for them.
I was absolutely delighted—especially knowing others before me hadn’t been able to. That moment was a mix of relief, pride, and joy. Ha! It’s one I’ll never forget.
What’s your ultimate goal for your career?
My ultimate goal is to become managing director of a protection or insurance company.
I want to be in a position where I can shape strategy and drive innovation.
I’m fortunate to be in a role that’s helping me build the skills and experience to get there, and I’m excited about the journey ahead.
How would your boss describe you?
Dependable, safe, and reliable.
What is your biggest talent away from work?
I’m currently working towards my Grade 3 saxophone exam. I’ve always loved jazz—thanks to my dad’s influence growing up—and playing the sax feels like a natural extension of that.
I’m a regular at Ronnie Scott’s, soaking up the atmosphere and inspiration.
Years ago, I promised my brother I’d perform at his wedding, and with the big day coming up next year, I’m determined to make it happen.
What mantra do you live by?
How you think is how you feel, how you feel creates an emotion, that emotion creates a vibration and that vibration creates a magnet which attracts certain people.
Go where you’re accepted, not tolerated.
What song would you regard as your theme tune?
J Hus – Spirit.