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Sales consultants are by nature sales driven folk. Understandably consultants and agents are focused on short-term targets and the importance of protecting a debt or asset against a tragic event is often the last thing on their mind, as long as the “goal” of the sale has been achieved.
After recently being appointed to manage the SAHL Bond Protection team, I have been reminded of how critical this cover actually is. We are faced with resistance by clients daily to the idea of bond protection cover specifically for their home loan, but hear many tragic stories regarding our monthly death claims.
Purchasing a home is likely to be the biggest purchase ever made in your lifetime with most of us requiring bonds to finance them, yet some clients consider bond protection to be a “nice to have” and not a necessity. This is a pity because the value only becomes apparent when a calamity occurs, and then it is too late to turn back the clock and make the right decision for your family, dependants or loved ones.
The mentality of “it won’t happen to me” will not help the housewife and children of a deceased breadwinner, or the remaining spouse of a joint income household, where both salaries are critical to make ends meet. It will not help the pensioned beneficiaries who can neither afford the bond instalment nor wrap up the sale of their inheritance which cannot be finalized due to the slow process of winding up an estate. The sad outcome that will unfold for these actual scenarios is that they will fall into arrears, and could finally face the worst possible outcome – losing their home.
The following is a tragic, true story of a recent death claim by SA Home Loans clients. A married couple attended the wedding of their close friends. On their way home, a truck driver jumped a traffic light and the couple died, leaving behind their small child. The only small consolation is that the couple had the foresight to take out an SA Home Loans Bond Protection Plan, which paid off their home loan, and provided for their orphaned child’s future.
Then there is the instance of the client who had just had his home loan granted, and accepted a bond protection policy, but was killed in an accident driving home on his motorcycle the very same day. The bond was settled in full upon registration.
We receive many death claims annually, and most happen when least expected. The statistics make for very sober reading: SA Home Loans statistics reveal that between 2% and 5% of our clients will make a death claim. The highest causes of death that we have recorded are:
As responsible sales agents we should all be doing our best to introduce this cover as a wise financial decision. Are you making sure your clients know the importance of bond protection? Diane CormacBond Protection Sales Manager
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