The Risk School 2009/2010 The Risk School has seven courses on offer during the next 12 months for you to choose from. Be sure to get in early. Only maximum of 26 places per workshop. Details of each course can be obtained by clicking on the course details menu above. We have given you a summary of the course content and when you click further you will then find all the aims and learning outcomes of each course, to help you determine if it’s right for you. Fees, venue addresses and contact details are common across the courses and can be found by clicking on the registration details menu above. A note about The Risk School’s overall course design and delivery philosophy: While we always ensure courses are able to be formally accredited, we are not driven by regulatory requirements and mandated curricula when developing our educational ‘products’. They are designed to supplement the intellectual base the advisers have achieved and so are practical, easily and speedily translatable to attendees’ businesses and of a quality that attendees will be delighted with. All courses: 3 NEW COURSES ADDED FOR 2009/2010! will be accredited for AFA and FPA CPD points; certificates are provided at the end of each day. Full day workshops run from 8.30 am to 5 pm and include lunch and refreshments three hour workshops run from 9:00 am to 12:00pm and include refreshments include a workbook with handouts are strictly limited to 26 attendees each workshop Practical learning you can apply the very next day and start to see results immediately COURSE OUTLINES: (for complete course details, choose the menu above) The Face-to-Face Advice Process: Maximising effectiveness and results in life risk advising Chris Unwin joins with Sue Laing to bring sales and technical content which will take you to new heights of effectiveness in the client–facing segments of your life risk advice process. See some testimonials from our last Face-to-Face series here Making Business Succession Planning a Reality: The CVP you can offer We question and dismantle the common psychological barriers to offering business succession planning advice to SME clients and then skill you up to most effectively communicate with this demographic, thereby easing the pain out of the fact finding and needs analysis steps. Sue Laing will be presenting this course. The Ins and Outs of Life Risk Products: The generic ‘what’s what’ of product that you’ve never had before! Between the product PDS and policy document and research data, is a huge gap of knowledge that no academic industry training can fill. This is a plain English examination of the common key features, benefits and definitions of term, TPD, trauma and income protection. Sue Laing will be presenting this course. Sales Success Strategies That Work: For life risk advising There is a high adviser demand for practical assistance in ‘getting clients over the line’ with the intangible products that make up the life risk suite. The key to the best results lies mostly in referrals and centres of influence – nothing is as powerful for engagement as conformity with peers. This is the focus of this course, presented by Chris Unwin in conjunction with Sue Laing. Using Super Ownership of Life Insurances Effectively – and staying within best advice principles! This workshop aims to: Help you avoid the hidden mines! Provides advisers with a complete overview of the implications that arise from, and improve advisers’ competencies in: using superannuation funds as owners of life insurance policies, in all relevant areas: tax, estate planning, benefit payments, flexibility, access to benefits etc.  Tony Negline, a leading industry superannuation expert will present this workshop in conjunction with Sue Laing. The Sphere of Risk - rethinking the concepts of risk This 3 hour session challenges advisers to stretch their advice process beyond the traditional family or business ‘package’ of insurances, to capture the risks that parties external to the client family may pose to that family (including eroding existing savings & investments), and also lock in earlier rather than later, the beneficiary relationships that will automatically spring from claims made. Better Field Underwriting – from beginning to end Aim of this 3 hour workshop: To motivate, skill and equip advisers to improve the effectiveness of their field underwriting activities at all stages of new business, so that more clients receive their cover sooner (and advisers are remunerated faster for their efforts). Another gem of a workshop presented in the usual entertaining and enlightening way by Sue Laing. ALL COURSES ARE AVAILABLE TO MEMBERS AND NON-MEMBERS OF THE RISK STORE MEMBERS OF THE RISK STORE AUTOMATICALLY QUALIFY FOR A $100 DISCOUNT OFF COURSE FEES We look forward to seeing you there. Peter Wincott - CEO