The risk store conducted its 2011 Annual Life Risk Forum last week, delivering an abundant collection of practical value-adds for advisers to take back and use in their businesses.
Held this year on Hamilton Island, the Forum was based on a nautical theme of ‘Sailing Through Life’. risk store Founder, Sue Laing, told delegates there were a number of clear themes in this year’s Forum, where the event sessions focussed on:
- Taking clients on board at a young age and building life-long relationships
- Weaving together the threads involved in navigating relationships and charting business processes that will lead to greater success for the adviser
There was a diverse program presented to advisers around the above themes, including sessions devoted to ‘real life’ case studies. Cancer victims shared their life-changing experiences with delegates, while financial Planner Kay Ledson spoke to delegates about the devastating realities she experienced as the parent of a child who was critically injured in an accident, and of the journey they shared and continue to share.
Plenary and break-out sessions presented risk-focussed and broader topics, such as a presentation from demographer Avril Henry on the different communication techniques that can be used to connect with Veterans, Baby Boomers and Generations X and Y.
One of the key presentations in terms of relevance to the current environment was made bySue Laing, who shared with advisers ’30 Things You Do For Your Clients That They Don’t Know You Do.’ The importance of this issue relates to the changing regulatory environment where it will become vital in future for advisers to be able to clearly articulate the value of the services they provide their clients.
… even if advisers already know exactly how they give value to their clients… it counts for little if the client does not perceive that this value has been delivered
But even if advisers already know exactly how they give value to their clients, Ms Laing says it counts for little if the client does not perceive that this value has been delivered. Within this context of ensuring the client clearly receives the message about how the adviser adds value, Ms Laing then outlined the 30 different ‘things’ advisers do.
Feedback provided by delegates commented favourably on the quality of the presentations, the format of the Forum and the opportunities to network with other risk-focussed colleagues. The general tone of comments is best summarised by this adviser, who said:
“I have attended many conferences through the years and this is one of the few where I actually have taken away some valuable information I can use in my business.”
Over the coming weeks, riskinfo will report on other presentations made at the Forum, highlighting the key take-aways for advisers from these sessions.
riskinfo congratulates Australian Unity’s Mark Oliver in being crowned the risk store’s 2011 Life Risk Champion of the Year (see Mark Oliver Named 2011 Life Risk Champion), and is a proud supporter of the services delivered by the risk store to Australia’s life insurance industry, particularly to financial advisers.
