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: 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: Growing your advice practice

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There is increasing commentary about the need for financial advice firms to grow in order to survive. This question of growth is starting to reappear post an elongated period of consternation and consolidation in our profession. This article, sponsored by Insight Investment, will explore the two means traditionally used to grow financial advice practices –... 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

CPD: Estate planning – overcoming client objections

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Financial advisers are ideally positioned to initiate and project manage the process of implementing an estate plan. Unfortunately, there are those clients who don’t believe they need an estate plan or feel that having made a Will is sufficient to protection for their estate. In this article by Zurich, common objections – and possible responses... Read more

CPD: Estate planning – where there’s a Will there’s a way

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Often, when people think of estate planning, they focus on the consequences following death. As a result, they often do not appreciate that there are many documents which need to be properly drafted as part of their estate planning. Of those, the Will is a key document, along with Powers of Attorney, and Testamentary Trusts.... Read more