A day in the life of a WPA franchisee
Click Here To Request a free WPA (Western Provident Association) Franchise Pack
A day in the life of a WPA Franchisee
There’s far more to being a franchisee with WPA Health Insurance than
selling insurance policies. With a mantra of ‘treating others as you
would hope to be treated’, this ethical, not-for-profit company makes
service to customers a way of life.
For franchisees this means getting to know their customers personally
from the start, which means lots of networking. It’s hard work but
great fun, according to Lorna Smith, the WPA franchisee for Reading and
Newbury. Here Lorna outlines her typical day.
5.30am: Up early to get ready for a breakfast networking meeting at
7.15. This happens three days a week – other days I start later.
I belong to several networking groups in Reading and Newbury. You meet
a wide variety of people offering services such as business coaching,
IT services or financial advice, usually working alone or running small
companies.
After breakfast we each stand up and introduce ourselves and our business.
I usually focus on the fact that WPA started locally – we trace our
roots to a group of workers from Reading in 1901 who formed a savings
club to provide themselves with sick pay, and WPA maintains its
customer-focused attitude to this day.
I like to mention that I’m a franchisee, explaining that though I enjoy
the back-up of a nationally-known company, I’m still a business owner,
just like them.
Often I mention something topical, such as the NHS or cancer treatment
which are always in the news. My background in the NHS and in
pharmaceutical sales means I keep up with developments. I explain to
employers how the WPA employee assistance programmes work, or how its
individual policies can help small business owners when they need
treatment at a time to suit them.
Sometimes it’s my turn to give a more in-depth presentation about my
business. Many people dread this but I like it. I try to include lots
of useful information, to inspire people to remember me and pass my
name on to their own contacts.
Once the formal session is over I usually stay on to meet people and
find out more about them, and if possible arrange a one-to-one meeting
later to discuss how WPA can help them.
If there’s a solicitor, independent financial advisor or accountant in
the room I’ll usually try to forge an alliance with them. Few of them
offer medical insurance and many are pleased to find a specialist they
can refer customers to. In return, I’ll pass on their details to any of
my customers looking for wider financial advice.
I know it sounds like a life of coffee and chat but it’s more
structured than that – I have a message to get across, and for me, this
is the natural way to do it.
10am: I’m out visiting customers and prospects, usually referred by
existing customers, but some come from referral leads from WPA head
office. I meet all kinds, including couples looking for individual
policies, and companies looking for a cost-effective way to get key
employees back to work from an illness more quickly or to give staff an
extra benefit, such as a cash plan that helps pay optical and dental
bills.
Sometimes I might be giving a presentation about WPA’s services to a
company that has just bought a policy, so its employees know what new
benefits they are entitled to. Other days I am presenting to a
potential customer.
1pm: Lunchtime – usually a supermarket sandwich eaten in the car. I
choose something healthy – it’s important to look after myself as well
as my customers!
1.30pm: Some days the afternoon sees me at a Chamber of Commerce event
or another, less formal, networking meeting. Other days I might be
meeting an independent financial advisor (IFA), accountant or
solicitor, to see if we can benefit by swapping referrals. One of the
things that attracts them about WPA is that it only sells medical
insurance, so I am not in competition.
3.30pm: Back to my home office to do some admin and check my ‘phone
messages and emails. I also check how my recently-employed account
manager Christine is getting on. She helps with policy renewals,
telesales and customer service, but I also make sure I talk to plenty
of customers myself – WPA is all about the personal touch.
Some days I meet my WPA mentor. WPA provides a mentor service to all
new franchises for their first two years. Mine is an experienced
franchisee, who lives nearby, so we meet to talk about how the business
is going. I can also call her anytime for advice, and it’s great to
have someone to talk ‘shop’ with.
Once a fortnight I attend a business coaching group which helps me keep
on top of the business tasks I might be tempted to neglect if I was not
chased up. Once every three months we spend a whole day planning our
business goals. It’s vital to stand back and take a strategic view
regularly.
Fortunately WPA is a flexible franchise so I can arrange my
appointments around my family when necessary. Last week I was able to
take time out to see my 13 year old son Matt run in an inter-county
schools championship. I always try to keep the weekends free for family
too.
5.30pm: Time to wind down. Usually I go out for a run with our border
collie Jack, which clears my mind after a busy day. Then it’s dinner
with Matt and my husband Mark, and time for relaxing – unless I’m going
to an evening networking meeting or visiting a customer.
Often I do a 12-hour day, but although when I was an employee I used to
resent early starts, now I have my own business I don’t mind at all.
Being a WPA franchisee is not always easy. You don’t win every sale,
but with motivation and enthusiasm you can see yourself and your
business growing at the same time.
About the author:
Linda Whitney is a freelance contributor on Franchising in the Daily
Mail and has written about Franchising and Personal Finance for more
than a decade.
Notes:
1. For more details of the WPA franchise see www.wpafranchise.co.uk or contact Berkeley Harris on 01823 625 120.
2. WPA franchisees do not need financial services or medical insurance
experience, but should be keen to develop an ethical business. The
initial investment is £7,500, plus a £2,500 Fidelity Bond, returnable
when you sell your business or retire. You can work from home, with no
premises or stock costs, and there are no monthly management fees.
