{"id":76898,"date":"2025-04-22T12:26:09","date_gmt":"2025-04-22T01:26:09","guid":{"rendered":"https:\/\/riskinfo.com.au\/news\/?p=76898"},"modified":"2025-04-29T11:48:39","modified_gmt":"2025-04-29T00:48:39","slug":"regular-client-engagement-critical-for-retention","status":"publish","type":"post","link":"https:\/\/riskinfo.com.au\/news\/2025\/04\/22\/regular-client-engagement-critical-for-retention\/","title":{"rendered":"Regular Client Engagement Critical in Retention"},"content":{"rendered":"

Client engagement is high on the agenda at Newlane Risk<\/a>, where it uses every policy anniversary to contact the relevant client for a review \u2013 even if it means more than one meeting in a year.<\/p>\n

During the Adviser Panel session at last month\u2019s Riskinfocus 25<\/a> Risk Advice CPD event in Sydney, specialist risk adviser, Daniel Isenhood<\/strong>, told panel host Chris Blaxland-Walker<\/strong> (ClearView Wealth<\/a>) this strategy assists with client retention and education.<\/p>\n

\u201cWe automate the offer for a chat with clients for every single renewal date, and for every policy,\u201d he said.<\/p>\n

\u201cYou might say that\u2019s wasting time. But what that does is keep clients engaged. It really is a chance for a quick Teams meeting.\u201d<\/p>\n

…I\u2019ve observed their knowledge of insurance has skyrocketed…<\/p><\/blockquote>\n

\"\"<\/a>
Newlane Risk specialist risk adviser, Daniel Isenhood (L) shares his views with ClearView’s Chris Blaxland Walker at Riskinfocus 25 in Sydney last month…<\/figcaption><\/figure>\n

Newlane Risk gives clients a two-months heads-up before policy renewal and during meetings an adviser reviews the client\u2019s whole portfolio of products. Isenhood says this not only demonstrates the firm\u2019s commitment to clients, but increases financial literacy too:<\/p>\n

\u201cWe\u2019re only about two and-a-half years into this process, and I\u2019ve observed their knowledge of insurance has skyrocketed,\u201d he said, adding:<\/p>\n

They\u2019ve got no idea what they\u2019ve got, and want everything explained…<\/p><\/blockquote>\n

\u201cMost of the times when you sit down with a client who\u2019s knocked back the review offer previously, it\u2019s like talking to them from scratch \u2013 two years could have passed. They\u2019ve got no idea what they\u2019ve got, and want everything explained.<\/p>\n

\u201cBut a huge percentage of clients who take up the reviews are engaged with their covers. Then when they see the debits on their bank statement, they are not thinking \u2018what\u2019s this for again?\u2019<\/p>\n

Adviser panellist Alex Thomaschuetz<\/strong>, Head of Risk, Altus Financial<\/a>, said client engagement is an opportunity for retention and new business.<\/p>\n

\u201cSometimes I\u2019m the first person to find out whether there\u2019s been a death, or a birth, or a divorce [and] they come to us for guidance,\u201d she said.<\/p>\n

\u201cYou can get a lot of opportunities out of the review service that you provide a client.<\/p>\n

With life insurance being sixty percent upfront, servicing that existing book of clients makes sense from a commercial point of view.<\/p><\/blockquote>\n

\u201cWith life insurance being sixty percent upfront, servicing that existing book of clients makes sense from a commercial point of view.\u201d<\/p>\n

Nicole Bendeich<\/strong>, Financial Planner at Calibre Life<\/a>, was also on the panel and said having recently acquired a large book of business has meant building relationships with new clients.<\/p>\n

\u201cWe realised that we need to form a relationship with those clients and make sure they know who we are, and that we are here for them for their advice needs,” she said.<\/p>\n

\u201cSo we have for the last 12 months been nurturing that book. It\u2019s important. It\u2019s just as important as new business.\u201d<\/p>\n

\"\"<\/a>
Calibre Life’s Nicole Bendeich (R) makes a point during during the ClearView Adviser Panel session at the Riskinfocus 25 event in Sydney last month. Bendeich was joined by fellow advisers, Alex Thomaschuetz – Altus Financial (L) and Newlane Risk’s Daniel Isenhood (above).<\/figcaption><\/figure>\n","protected":false},"excerpt":{"rendered":"

Client engagement is high on the agenda at Newlane Risk, where it uses every policy anniversary to contact the relevant client for a review \u2013 even if it means more than one meeting in a year. During the Adviser Panel session at last month\u2019s Riskinfocus 25 Risk Advice CPD event in Sydney, specialist risk adviser, […]<\/p>\n","protected":false},"author":23,"featured_media":76933,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[241,4474,6831,8290],"tags":[],"class_list":["post-76898","post","type-post","status-publish","format-standard","has-post-thumbnail","category-conferences-and-events","category-practice-management","category-practice-marketing","category-riskinfocus-25"],"_links":{"self":[{"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/posts\/76898","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\/23"}],"replies":[{"embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/comments?post=76898"}],"version-history":[{"count":0,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/posts\/76898\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/media\/76933"}],"wp:attachment":[{"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/media?parent=76898"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/categories?post=76898"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/riskinfo.com.au\/news\/wp-json\/wp\/v2\/tags?post=76898"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}