Risk is not a negative word
In a risk-averse society the average individual would be a hermit, but the reality is that this is not
the case. Adventure and curiosity are imprinted in our DNA and humans have an innate ability to
perceive, internalise and manage risk throughout the course of their lives. This is obviously on a
subconscious level as we engage in mundane activities such as getting into our cars, crossing the
street or going out for an afternoon run, all which could result in some form of accident. So risk,
much like stress, when in excess or not well managed, can have negative ramifications. On the
other hand, when understood and owned, has the power to move us to our personal best and
realise our potential.
The world is in a state of flux. We’re witnessing increased anti-globalisation and an upsurge in
activism on an unprecedented scale. South Africa is in the clutches of a socio-political
transformation that could never have been predicted 20 years ago; the global economy is in noman’s land, no-one could have anticipated the #Brexit fall-out and the United States presidential
elections outcome, either way. These are all factors that ratings agencies use to instil fear with
imminent downgrades and threats of recession.
In the midst is the insurance industry which is predicated on managing risk. When times are good,
insurance becomes less of a priority and when times are bad, insurance becomes critical, but that
is often when it is too late. Sasria SOC Limited prefers to take a positive stance in the face of a
changing environment. Change is the only constant that lays the foundation of opportunity for
those brave enough; those with an appetite for risk, as it increases concomitantly with change.
It is always tough selling insurance in a heavily clouded and uncertain economy, and it is even
more challenging when the end-user has several options and competing business priorities. So
how do you make risk a positive force for good in all of this? How do you sell to new clients and
upsell to existing members? The first strategy is to get them to understand that risk is an essential
requirement of success and one has to embrace it in order to manoeuvre through business and
personal environments. It’s quite simple, there can never be reward without risk.
Tel +27 11 214 0800 | 086 172 7742 | Fax +27 11 447 8630 | 086 172 7329
36 Fricker Road, Illovo 2196 | PO Box 653367, Benmore 2010 | Email [email protected] | Website www.sasria.co.za
Directors: MA Samie (Chairperson), R Mothapo (Deputy Chairperson), SH Schoeman, CM Masondo (MD), BJ Mkangisa,
J Nair, MO Ndlovu, T Mbatsha, MT Moutlane
Company Secretary; MS Mavuso | Sasria SOC Ltd: Reg No 1979/000287/06 | FSP License No: 39117
Next, a client has to understand that if they do not have a strategy and plan, then they plan to fail.
So one needs to enable structures that will deliver solid risk management strategies and plans that
can go a long way in identifying vulnerable points as well as continually analysing the market for
potential threats and scenarios that can affect their business or personal interests. Stepping in to
offer strategic advice to those who may not fully appreciate this, especially small-micro-medium
enterprises, is a value-add that will go a long way in establishing credibility and gaining trust.
Once you’ve created an environment conducive to favourable risk management, the insurance sale
is an obvious step. The engagement and relationships created with new and existing clients will be
empowered from both ends as you are able to present insurance cover that will adequately
address client risk profile and needs, while demonstrating value that equals opportunity cost. This
means that the end-user will have confidence in your risk solution and you will likely have repeat
business. Now that’s positive!
Sasria is a state owned company and the only short-term insurer in South Africa that provides
special risk cover for events such as strikes, public disorder, riots, civil commotion and terrorism.
FSP no: 39117
Ends
Tel +27 11 214 0800 | 086 172 7742 | Fax +27 11 447 8630 | 086 172 7329
36 Fricker Road, Illovo 2196 | PO Box 653367, Benmore 2010 | Email [email protected] | Website www.sasria.co.za
Directors: MA Samie (Chairperson), R Mothapo (Deputy Chairperson), SH Schoeman, CM Masondo (MD), BJ Mkangisa,
J Nair, MO Ndlovu, T Mbatsha, MT Moutlane
Company Secretary; MS Mavuso | Sasria SOC Ltd: Reg No 1979/000287/06 | FSP License No: 39117