Happy hammer Stuart Isaac, employee benefits consultant at Engage Health Group (pictured right with “barketing” manager Winston Isaac), speaks to Health & Protection about being lured into the IPMI industry by a theatre friend, the joy of seeing clients making full use of their benefits, taking inspiration from Ben Stiller and the importance of being true to yourself.
How did you get your start in the sector?
A theatre friend of mine lured me into the international PMI industry from an early career in travel and tourism.
The commissions available were the initial pull coming from a typically low-paid industry, but I’ve enjoyed the changing culture in the industry.
It still feels it’s evolving from a culture where suits and ties were a priority over good advice and ultimately getting a good deal for the customer.
What do you enjoy most about your current role?
I most enjoy seeing new customers getting true value from what I advised them to buy.
Of course, there’s nothing to celebrate when you learn an employee has made a claim on critical illness cover after receiving a cancer diagnosis, but you do feel some relief that at least they’ve got that cover in place.
However, it’s incredibly rewarding to help companies who are new to benefits get everything they need and then being the one to roll them out to their staff, building engagement and the value of their investment.
I’ve also helped some smaller businesses who’ve previously hit a dead end when trying to put benefits in place, so it’s nice to help them finally get what they need.
Who is your role model – in life or in work?
I’m a big West Ham fan and being the same age as Mark Noble, seeing him at Upton Park each week and his iconic status at the club it’s hard to look past him.
However, I’m also a big music lover and significant artists from certain genres had a big impact in my life. Kurt Cobain of the Grunge era, Chester Bennington of Nu Metal and Skepta for Grunge are idols of mine.
What advice would you give to people thinking about a career in the sector?
Just be true to yourself and put the customer first. Insurance has a bad name in the UK so the more we can all pull together to ensure there are no grey areas or conflicting advice, new customers will have a higher level of trust from the start.
Do you see AI as a threat or opportunity for people entering the sector?
It’s likely a threat, unfortunately.
It’ll shave off some administration support but equally, so much of what we do requires that human touch and genuine empathy.
Even on the admin side there are often so many intricacies in these products that an experienced pair of hands will still rule. We might be okay until AI has the emotions of a human.
What has been your biggest setback and how did you overcome it?
In my current role, my biggest early setback was when a new client decided to buy directly from an insurer instead of through me.
It was the exact same policy benefits and terms but they went direct, which lived in my head rent free for a number of months.
I eventually accepted that they must’ve just felt more comfortable with the advice and my eagerness probably just scared them.
My focus since has been simply on giving good, quick, honest advice to all those in need. Bringing value to their table and not just another quote is where the script flipped.
What’s your ultimate goal for your career?
Building up a book of my own clients. Naturally, I get my fair share of referrals and return clients but building that to a sustainable level, without relying on leads from Engage/Hooray would be a great place to get to.
How would your boss describe you?
Enthusiastic and always up for a chat or waffle.
What’s your biggest talent away from work?
Is being competent at many things a talent? I don’t think I particularly excel at any of my hobbies, but I am likely to have higher percentiles in long distance running, darts and playing the piano.
What mantra do you live by?
‘Be true to who you are, that’s what’s really cool’ – Taken in jest from the remake of Starsky and Hutch with Ben Stiller, and pretty cheesy but I think always having genuine conversations, speaking honestly and living to your values is paramount. I do actually have that written on my bank card as well (cringe!)
What song would you regard as your theme tune?
Hardest question this one, but I’m settling on Lenny Kravitz – Fly Away.
