Training and Presentation
Laing Advisory has conducted hundreds of hours of training across all areas of life risk insurance, from how to engage the personal and business client in the insurance discussion, to how to manage the underwriting process and then manage the ongoing relationship with the insurance client. All technical areas are also regularly covered - a sample of the more popular sessions follows.
Since late 2007, all training has been delivered under the brand of The Risk School, in keeping with the increasing recognition of
the risk store and School brands within our industry. Other trainers are also now used on occasion, where it enhances the outcomes for clients.
Apart from the structured, scheduled 'public' courses run by The Risk School and shown in the School site (see above link), any other content required can be tailored for clients on request. Any size group can be catered for and the format can be either workshop / case study based or plenary – obviously depending on the purpose of the training or presentation.
Timing ranges from one hour for a PD session, to two-three hour workshops, to one or two day intensive group training courses. The design of each presentation is matched to the client’s needs and the style is always focused on “participation with fun”, assuring the most productive learning outcomes. All training is accompanied by tools to assist in applying the learning back ‘in the field’.
Topics are almost always fully customised in consultation with the client; however a sample of regular sessions would be:
- Packaging the Portfolio: where each life risk product fits in any financial planning client’s portfolio and how to select the right type of cover and blend them together for the best result, with minimal overlap; the dangers of self-insurance decisions made without the right advice.
- Needs Calculation: meaningful, supportable, reasonable advice-based needs calculation methods for all product types; how to ‘sell’ the recommendations to the client, and ensure self-insurance decisions are soundly based.
- The Risk Fact-Finding Process: what’s different about it, what you really need to know about the client’s situation and how to bring interpersonal communication skills into play in an emotionally-based discussion.
- Legs and Regs: what dictates advisers’ actions and those of the insurer in the risk environment? What does this mean for the client and why is non-cancellable so valuable for the client?
- The Business Buy/Sell Reality: where an adviser’s role starts and stops, and just what are the concepts in simple, plain English: designed to facilitate a successful business succession funding sale.
- Business Expenses Cover: de-mystifying this vital product, and how to recognise the needs and read the profit and loss statement for the answers you and the underwriters need.
- The Minefield of Field Underwriting: the proposal questions explained and how to get one through first time, most of the time; the concepts of non-disclosure and misstatement and how to help your client avoid them; arming the adviser for loadings, exclusions and other sensitive outcomes.
- The Perfect Marriage: The case for financial planners to align with a risk specialist (or vice versa), whose skills can only serve to strengthen the overall business – if the alliance is managed well. This session is for the risk specialist and/or the financial planner, and works through all the elements of a good “marriage”, and also helps with the possibility of “divorce” and its ramifications.
- An Income Protection Case Study – First-hand: Ten lessons which Sue found she could take away from her own claim episode, early in 2003. From the heart, and therefore as credible as it gets, is this story which is a testament to what risk insurance is all about.
A comprehensive, one or two day course can cover key theoretical, legislative and practical issues of risk advising.
Various combinations of the listed sessions are often conducted.
Generic life risk product training is also available.
Most topics can be adapted to a workshop or plenary presentation
To discuss your learning needs or to find out about the costs of training and presentations,
talk to us further!