Shaun Payne, income, health and life specialist at 3 Pillars Financial, speaks to Health & Protection, about the importance of altruism, taking inspiration from his boss and how his market manager father helped inspire him to take a leap of faith and enter the protection sector.
How did you get your latest start in the protection sector?
I was looking for an opportunity to get back into the protection industry but I was also looking for the right job not just any. I stumbled across 3PFP’s job advertisement on Indeed and after few meetings with founder Marcus Speirs, the opportunity was given to me and I had to grab it with both hands.
What do you enjoy most about your current role?
From a work point of view, I enjoy the freedom to operate how I please. I feel there’s many areas in which the protection industry has not ventured into, and I will be the person to explore this.
I feel the generic way of operating is coming to an end. We as protection specialists need to think outside the box. We have a duty of care to take it to people and educate them, in places they would not normally obtain such information.
Who is your role model – in life or in work?
In life – my father, he’s a market manager and has 51 years in the same industry – becoming a master of one trade. Seeing the consistent hard work and devotion to providing the best of markets for people to attend as a hobby and also a place for people to earn their livelihoods.
From working seven days a week and getting up at 4am every weekend for the last 51 years, is testament to his character. He provided me with my first job, which also consisted of getting up at 4am, spending a Saturday and Sunday on a market cleaning, setting up stalls, moving stalls. It’s stood me in good stead today.
In work – Marcus Speirs. His passion for the industry is captivating, and his passion for change also inspires me.
He has taught me many things, which has changed me as a person forever. I would say the core values in which a protection specialist should have Marcus has in abundance. Compassion, cooperation, courage, faith, perseverance, positive attitude, resourcefulness, respect and responsibility.
Who has been your most important mentor in your career so far and why?
I would say that in different moments of my life I’ve had so many positive people be part of that. My father from an early age for obvious reason, but that is also coupled with my mother who would not allow me to do nothing. It’s very easy to be caught up in today’s society and struggle on, but both my parents ensured that I was not able to do “nothing” with myself.
What advice would you give to people thinking about a career in the sector?
Think carefully, are you doing it for you or for someone else. If it’s for you, it’s not the place to be. If its for someone else, you are on the right path. It’s the most rewarding job you will ever do. The only comparison I can match it to is being a doctor.
I don’t believe I deserve the respect which doctors and nurses should get, I believe they’re angels on earth, however I do believe we are so, so important. On the basis, that when someone faces the hardest times of their life, we have the ability to help take away the financial stresses caused by accident, illness or death. You can ultimately give someone time.
It’s a powerful position to be in and one that should not be taken lightly. Being morally intact is a huge benefit, but what I would suggest is if you really want to be a protection specialist, you need to be prepared to educate.
What has been your biggest setback and how did you overcome it?
Starting from scratch – a big zero. This was a set back as I was 28 with a four week old son, a fiancée and a house, car etc and truth be told, no money to fall back on. I knew the risk I was taking but also due to the teaching of my father, I knew I could do it.
Laugh or cry – what did your most memorable client or case make you want to do and why?
I had someone who had been told they were not able to be insured for life cover. They had a mortgage, a wife and two very young children and sadly had previously been diagnosed with cancer. Their current IFA was trying in excess of 14 months with no results and I was the last chance.
I managed to get him covered within three weeks and having the discussion on how much pressure hes been under since getting the mortgage and the possibility of leaving his family behind with debts and no house was terrifying for him, and now I had taken that stress away.
I’ll never forget that, as a father myself I could understand this wholeheartedly and still to this day we regularly talk.
What’s your ultimate goal for your career?
To never be finished. Also I will change the culture of statutory sick pay and take 1,000 employees from poor or statutory sick pay to protected.
How would your boss describe you?
I don’t really think of how others think of me. I just know I’m doing this for the right reason and I’m sure that’s good enough for the gaffer. I would honestly rather help other people succeed than help myself – and that’s another goal for me.
What’s your biggest talent away from work?
Being a father. It is my hobby and job. I also like to play a bit of guitar although I’m sure my neighbours hate it.
What mantra do you live by?
Why not?
What song would you regard as your theme tune?
The Wanderer – Dion