Dedication to clients' needs is the answer to success in insurance broking, says JMD Ross director John G Duncan.
A good broker focuses first on clients' needs. He puts that into practice by tailoring an insurance program moulded to fit the clients' requirements.
The broker must partner the client with the right underwriter, so the client is insured correctly and adequately.
John joined the industry almost 30 years ago as a trainee with South British United. Three years later he headed to London where he worked for two years as a Lloyd's broker, specialising in north American casualty business. Returning to Australia in 1982, he joined an international broker, before embarking on a career with JMD Ross.
Today John specialises in casualty classes of insurance, including liability and professional indemnity, and tailored corporate insurance programs.
He enjoys developing affinity schemes for clients and JMD Ross manages several schemes.
When John joined the business, there were six employees. Now JMD Ross has a large staff, including contractors.
Running a brokerage is a big achievement, but John is backed by committed staff. His goal is to offer clients specialised, tailored, customised products so they understand insurance is a unique process. When a loss occurs, the broker's purpose is to be there to assist the client from reporting the loss through to settlement, John says.
He enjoys the variety of the job - no two clients are the same.
John is a QPIB, has a Diploma in Financial Services (Insurance Broking), and participates in ongoing training.
Outside work, he enjoys gardening, motor sports, football, swimming, body surfing, and listening to loud music. He is married to Deborah, and they have a daughter, Arabella.