The risk store 2009 Mastering the Pipeline Conference wrapped up today after delivering three days of insights for advisers that are guaranteed to assist them grow the value of their business.
Well attended pre Conference workshops allowed advisers to consider key issues in detail, while the two main days of the Conference were full of ideas and experiences delivered by successful advisers and other industry experts that will be of immediate value to advisers looking to achieve the goals they set for themselves in their business.
A brief synopsis of the presentations follows, with the presentation slides available to risk store members via the risk store website:
Pre Conference Sessions
Trauma Trends (Nick Kirwan)
Would the standardising of key trauma definitions in Australia lead more clients to buy - faster? Mr Kirwan discussed the UK experience.
Breaking Into Business Insurance (Brant Dillon, Rob McAdam)
Adviser, accountant and business client, Dave came together for a case study ‘what’, ‘why’ ‘who’ and ‘how-to’ and lots of learning along the way.
Business Expenses Breakdown (Chantelle Kidd)
The missing link in the business insurance package. Yes, business expenses insurance policies do pay, if you know how to assess the ‘right’ fit for the business’ structure and choose products accordingly.
Conference Day One
Feet Firmly Planted (Mark Westcott)
Working the fundamentals:an exciting ride through all the client/referrer relationship fundamentals. Mr Westcott delivered a fantastic Conference opener that showed advisers how targeting a very specific client base can pay big dividends for your business.
He also conveyed a personal story about the consequences when advisers fail to ensure that those closest to them, family, friends and associates, are not properly protected if something should happen.
Understanding Underwriting - For you and your Client, Part One (Dr Paul Davis)
Over the course of sessions on Day One and Day Two of the Conference, Dr Davis provided advisers with practical insights into how an underwriter considers deals with four key medical conditions: Obstructive Sleep Apnoea, Arthritis, Type 1 Diabetes, Inflammatory Bowel Disease.
Of particular interest was the link between the diseases themselves and the degree of impairment that could be associated with them.
Health Insurance - Where it Starts and Stops (Peter Carroll)
Mr Carroll informed Conference attendees of where private health insurance can and cannot fill medical cost gaps, with a view to highlighting the value of critical illness insurance.
Precious and Paralysing - A Child Trauma Case Study
A story of what happens to a family when a child contracts a critical illness. This story was made all the more ‘real’ to delegates by listening to the family tell the story themselves. This was one of those moments where you just had to be there to experience the emotion of Molly’s story.
If ever there was a case study in the value of child trauma cover, this was it. Congratulations to Molly and her family for having the courage to tell their story direct to the Conference.
The Costs of Calamity (Jennifer Cullen)
A comprehensive cost case study, item by item, of the enormous financial impact of long term disability…the case for realistic TPD sums insured.
The Hidden Hoards of Revenue Part One (Chris Unwin)
Mr Unwin presented a ’seamless’ ways of maximising adviser revenue-per-client in the long term by emphasising the enormous value of the referal system. He encouraged advisers to first raise the referal issue to clients at their first meeting and showed delegates exactly how his three-step system for referals can be achieved.
On the Consumers’ Wavelength (Nick Kirwan)
Nick presented a light-hearted session on how the UK life insurasnce industry educates consumers about the message of risk insurance.
Conference Day Two
Fact Finding to a Fortune (Graham Poole)
Graham is a highly successful adviser, who related to delegates the value of fact finding as a way to achieve meaningful success. He also emphasised that allowing people to discover things for themselves was the best method of eachieving a successful sales outcome.
Mr Poole also addressed the three shocks associated with death or severe disability: Emotional, Financial and Reorganisational, and how advisers can address these elements to achieve an outcome that will protect the client, his/her family and their businesses.
Break out Sessions:
- Pumping your Practice Pipeline (Sheila Baker)
- Mastering Email Marketing (Helen Bairstow)
- Unlocking the Pipeline (Wayne Kedwood, Brant Dillon, Peter Tilocca)
The Hidden Hoards of Revenue Part Two (Chris Unwin)
Understanding Underwriting - For you and your Client, Part Two (Dr Paul Davis)
On the Board or on the Beach? (Nick Kirwan)
Mr Kirwan shared the UK experience with e-apps and tele-underwriting and where they have taken the UK new business market.
