{"id":27446,"date":"2014-09-16T22:07:46","date_gmt":"2014-09-16T12:07:46","guid":{"rendered":"https:\/\/riskinfo.com.au\/news\/?p=27446"},"modified":"2014-09-16T22:53:46","modified_gmt":"2014-09-16T12:53:46","slug":"most-agree-new-advisers-not-comfortable-with-selling-risk","status":"publish","type":"post","link":"https:\/\/riskinfo.com.au\/news\/2014\/09\/16\/most-agree-new-advisers-not-comfortable-with-selling-risk\/","title":{"rendered":"Most Agree New Advisers Not Comfortable With &#8216;Selling&#8217; Risk"},"content":{"rendered":"<div id=\"polls-128\" class=\"wp-polls\">\n\t\t<div class=\"pollHeader\"><strong>Is today's new generation of advisers too reluctant to 'sell' life insurance?<\/strong><\/div><div id=\"polls-128-ans\" class=\"wp-polls-ans\"><ul class=\"wp-polls-ul\">\n\t\t<li>Yes <small>(75%)<\/small><div class=\"pollbar\" style=\"width: 75%\" title=\"Yes (75% | 104 Votes)\"><\/div><\/li>\n\t\t<li>No <small>(13%)<\/small><div class=\"pollbar\" style=\"width: 13%\" title=\"No (13% | 18 Votes)\"><\/div><\/li>\n\t\t<li>Not sure <small>(12%)<\/small><div class=\"pollbar\" style=\"width: 12%\" title=\"Not sure (12% | 16 Votes)\"><\/div><\/li>\n\t\t<\/ul><div style=\"text-align: center\"><\/div><\/div>\n\t\t<input type=\"hidden\" id=\"poll_128_nonce\" name=\"wp-polls-nonce\" value=\"2a7cb3542d\" \/>\n<\/div>\n\n<p>Our latest poll delivers a solid affirmation that advisers believe their less-experienced peers are reluctant to &#8216;sell&#8217; life insurance solutions.<\/p>\n<p><!--more-->As we go to print, 75% of our poll respondents agree the new generation of risk-focused advisers has a problem with using selling techniques.\u00a0 13% disagree with this contention, while 12% remain in the fence.<\/p>\n<p>Do you support this majority point of view?<\/p>\n<p>The inspiration for this poll comes from comments made by Synchron&#8217;s <strong>Don Trapnell<\/strong>, who asserts that a hesitancy to be seen to be &#8216;selling&#8217; risk advice solutions is contributing to the industry&#8217;s sustainability woes (see: <a href=\"https:\/\/riskinfo.com.au\/news\/2014\/09\/04\/fear-of-selling-leading-to-lapses\/\">&#8216;Fear of Selling&#8221; Leading to Lapses<\/a>).<\/p>\n<p>Comments from advisers so far have largely supported Mr Trapnell&#8217;s position:<\/p>\n<p style=\"padding-left: 30px\"><em>&#8220;It is ironic that the established professions are increasingly recognising the importance of being able to engage with the client &#8230; whereas for financial planning, as we try to emulate those professions, \u201csales\u201d has become a pejorative term.&#8221;<\/em><\/p>\n<p style=\"padding-left: 30px\"><em>&#8220;Our new generation of advisers fear the consequences of not ticking their compliance box every bit as much as they fear actually selling.&#8221;<\/em><\/p>\n<h6 style=\"padding-left: 30px\">The stigma attached to the word \u201csale\u201d in our industry is to blame<\/h6>\n<p style=\"padding-left: 30px\"><em>&#8220;The stigma attached to the word \u201csale\u201d in our industry is to blame. Young advisers need to remember their professional duty of care and put the client first \u2013 if they NEED to hear something then you MUST tell them.&#8221;<\/em><\/p>\n<p>Does this last comment then imply that it is the responsibility of advisers, in a post-FoFA\u00a0 world, to &#8216;sell&#8217; to their clients what is in their best interests, if this is what it takes for the adviser to discharge his\/her statutory responsibilities?<\/p>\n<p>To an extent, this poll is a debate about how the term &#8216;selling&#8217; is defined.\u00a0\u00a0 So, as you consider your response, look at the question from the perspective of one of the many new generation of advisers.\u00a0 And if you are one of the many new generation of advisers, consider the question from the experienced adviser view-point. But either way, tell us what you think&#8230;<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Our latest poll delivers a solid affirmation that advisers believe their less-experienced peers are reluctant to &#8216;sell&#8217; life insurance solutions.<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3,49],"tags":[],"class_list":{"0":"post-27446","1":"post","2":"type-post","3":"status-publish","4":"format-standard","6":"category-general","7":"category-polls"},"_links":{"self":[{"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/posts\/27446","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/comments?post=27446"}],"version-history":[{"count":0,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/posts\/27446\/revisions"}],"wp:attachment":[{"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/media?parent=27446"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/categories?post=27446"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/tags?post=27446"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}