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Learning Outcomes (what's in it for you)
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Session 1
“Fulfilling the promise”
Marc Fabris
Alex Wagner
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This session will arm you to:
Communicate the principles of claims management to potential claimants, through having a clear understanding of these yourself
By committing to become involved in your clients’ claims, convert this decision to a better outcome for each of those future claimants, at claim time
Manage the expectations of clients claiming, so as to pre-empt much of the process rather than react to it
Interpret the requests for evidence and other requirements, at claim time, to assist your clients in understanding the processes that are occurring
Avoid any counter-productive confrontation at claim time, with either the insurer and/or the client
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Session 2
“Getting the
promise right”
Tony Negline
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This session will arm you to:
Explain to clients the benefits of superannuation ownership of certain products, beyond tax deductions
Explain to clients the use of beneficiary nominations and what is required to structure these correctly and keep them valid
Include in your advice meaningful ‘health warnings’ to educate the client what superannuation ownership is likely to mean for them at policy claim time
Include in your advice a meaningful rationale if the decision is not to place some or all of the insurance in super
Incorporate more estate planning focus into your advice process if using super as an ownership vehicle
Anticipate and manage the trustee requirements with the client, at claim time.
Construct more comprehensive review protocols for superannuation-owned policies, to better ensure that clients are ‘ready’ to claim should the need arise.
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Session 3: “Promising the fulfilment”
Dani Peer
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This session will arm you to:
Confidently ask for testimonials where not inappropriate
Explain to clients what the testimonials will be used for and how
Construct approaches to centres of influence around the benefits of claims rather than (or in addition to) the benefits of the advice process for life risk management
Create a greater emphasis on the ‘end game’ of claims, in your regular review and marketing material to both clients and centres of influence
Devise a claims management procedure to serve as (i) a sales tool for new clients as well as (ii) a practical how-to guide for your practice to use
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