CPD: The pool’s lovely, come on in! An essential guide to life insurance underwriting in Australia

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The gatekeeper to the pool In an earlier article we explained risk pooling, a foundational concept in insurance. By aggregating together people with similar risks, those risks can be spread. A frequently cited example is that of ancient shipping merchants [1], who would come together and effectively pool and share the financial risks of one

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CPD: Life underinsurance – from gap to chasm, the advice challenge

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Life underinsurance has been a much discussed – and debated – topic for more than a decade. Denounced by some critics for the perceived self-interest of those seeking to shine a light on the issue, recently released data[1] confirms the underinsurance gap is not only real, and significant, it is also widening. Structural developments within

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CPD: The COVID kilos and the mystery of the disappearing strokes

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Whilst it is too early – and perhaps even fanciful – to start talking about the legacy of COVID 19 just yet, there is little doubt that there will be significant, long lasting impacts on our financial, mental and physical health. Aside from the virus itself, one of the most immediate – and perhaps visibly

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CPD: Togetherness drives us apart – rethinking estate planning in a COVID 19 world

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COVID 19 has certainly brought families together. Massive job losses, mandatory working from home, and ongoing lockdowns and border closures mean Australians are spending more time together – and at home – than ever before. The composition of those households is also being reshaped across the country, as an estimated 300,000 adult children move back

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CPD: The $71,000 email and the art and science of client retention

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When 5 becomes 95 Client retention is regarded by many as the cornerstone of a successful, sustainable advice practice. And with good reason(s). The Harvard Business Review[1] tells us the cost of acquiring new customers is at least 5 times more expensive than keep existing ones. Furthermore, research by Bain and Company[2] (founders of the

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CPD: Selling sprouts – 5 financial advice marketing tips that no one has told you about

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Enter the phrase ‘financial advice marketing tips’ into Google and there’s a high chance you’ll be bombarded with a plethora of ideas on how to design your website, improve your search engine rankings, and run a social media strategy. But whilst there is undoubted value in giving attention to all these areas, making them a

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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

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CPD: Halley’s Comet and Life Insurance economics 101

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Edmund Halley (1656 – 1742) was a remarkably talented man of science, who made important contributions to mathematics, physics, and of course, astronomy. A peer of Sir Isaac Newton (apple, gravity etc), Halley’s most public legacy is the comet named in his honour after he correctly predicted the frequency of its appearance (roughly every 75

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CPD: What doesn’t kill us makes us poorer – the cost of care in Australia

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Life, looking good in the ‘lucky country’? As the self-proclaimed ‘lucky country’, Australia’s impressive achievements across sport, science, and cultural pursuits, are often out of proportion to our modest size. Happily, another area where we ‘punch above our weight’ is in life expectancy, where Australia ranks amongst the best in the world. Since the very

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CPD: Life Insurance 2030 – the products of the future

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Introduction Competitive forces within the Australian life insurance market have long underpinned a strong culture of innovation amongst insurers. Recognising an imperative to improve the way customers and financial advisers access – and engage with – life insurance, the last decade has seen extensive insurer investment across areas such as process automation, data analytics, and

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