CPD: The airline food enigma – The way clients think, and how 9 out of 10 advisers respond

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The world depicted in many economics textbooks is populated by completely informed consumers who value choice and make perfectly rational decisions. Such a world is, of course, mythical. In the real world, decisions are an outcome of a complex interplay between our thinking styles and the way information is ‘framed’ or presented to us. The... Read more

CPD: Claims Advocacy – from ‘value add’ to core advice offering

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Introduction Compounding the impact of ongoing licensee consolidation and new professional development requirements, the LIF driven reshaping of adviser remuneration for life insurance advice – in the form of lower up-front commissions and higher renewal commissions – has left many advisers no choice but to rethink, and, in many cases, fine tune their business models.... Read more

CPD: Five steps to client engagement in times of crisis – part two

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Uncertain times generally mean anxious clients. The double whammy of a health and financial crisis means the need for you to connect with clients is more important than ever, but comes at a time when face to face communication is not possible. The first part of this article, sponsored by Zurich Australia, examined the first... Read more

CPD: Mental health and financial services – delivering better advice, service and care

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Introduction It’s hard to pick up any news publication today and not find some discussion on the topic of mental health. This ubiquity isn’t a recent phenomenon; the increasingly poor state of mental health across communities – and the associated social and financial impacts – has been documented for several years now. In Australia –... Read more

CPD: Five steps to client engagement in times of crisis – part one

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The word unprecedented has been used with increasing regularity in 2020. We started the year in the middle of an unprecedented bushfire season that continued in its ferocity. The COVID-19 virus, which initially ravaged parts of China, is now a global pandemic. At a time when there’s an increasing (in fact, unprecedented) need for you... Read more

CPD: Health and wellness in advice – powering better financial and lifestyle outcomes for your clients

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Introduction The topic of ‘wellness’ (or ‘wellbeing’) is one of increasing relevance to employers, product manufacturers, and – crucially – financial advisers. On one level this is because advisers should be always be mindful of major societal trends and evolve their service offering accordingly; but more importantly, because wellness can be one of the biggest... Read more

CPD: Protection in times of disruption – reframing the context for life insurance advice

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Introduction In Australia – and around the world – life insurance is a vital part of the ecosystem that helps protect the financial, emotional and physical wellbeing of individuals. That ‘protection’ ecosystem includes privately provided life and health insurance, superannuation, and social protection mechanisms (such as Medicare, Centrelink, the NDIS and workers compensation) and the... Read more

CPD: Risky business – Australia’s underinsurance problem

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Although it’s well documented that many Australians are not insured, particularly when it comes to covering life and traumatic events, the 2019-2020 summer has brutally highlighted the underinsurance problem – that is, when people think they are adequately insured but a dire turn of events proves them wrong. This article, sponsored by Zurich Australia, examines... Read more

CPD: The changing nature of work in Australia, implications for advisers and the broader protection ecosystem

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Introduction As professional service providers, it is vital (and legally required!) for financial advisers to understand each of their clients at a highly detailed micro level. This detailed understanding – of their current situation and future goals – is an enabler of quality, personalised financial advice. As business owners, seeking to maximise the sustainability of... Read more

CPD: Walk a mile in your client’s shoes

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Australian insurance literacy is low by world standards. Australians who receive financial advice are more likely to have better literacy levels and a better understanding of their own position. In this article, Zurich explores the need for advice and provides some strategies for articulating your value to clients. The need for risk advice There’s a... Read more