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Marketing Articles

These articles will continue to be added to with regular new topics.  They cover a diverse range of subjects, all associated with life risk issues.
 
To ensure the risk store members obtain the very best benefit from spending time reading these, most are accompanied by 'In Practice Guide'
– a guide to improving your business with the knowledge contained in each article.

In Practice summarises the skills and knowledge learning points as well as providing real value in steps to apply this learning to the activities of the member’s risk advice practice.
Thus each time an article is accessed and read it could mean increased revenue by translating that learning to the business of providing life risk advice!

There are two styles of article – one journalistic and broadly based; the other training-oriented and therefore longer and more detailed.
Both are useful – the only difference may be in the accreditation points which can be allocated by your licensee for reading each one.

Some of the training articles have been written in collaboration with other industry experts and we thank them for their permission to reproduce them here – they are acknowledged within the articles.

Please remember that by emailing us by using the 'Contact Us' link at the foot of this webpage, you are welcome to raise debate about the content of these articles.

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Lightbulb Idea IconQUICK TIP: To find content quickly, use SEARCH [above right] with quotation marks e.g. "Estate Planning"; "Trauma"; "Claims", etc.

2006 Claims Paid Statistics By Product Type
A consumer friendly designed document. Claims (in dollar and number) paid by product type incorporating Death, TPD, Trauma inc Child Trauma, IP inc BEX. Also features the average working day amount too.
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2007 Claims Paid Statistics By Product Type
A consumer friendly designed document. Claims (in dollar and number) paid by product type incorporating Death, TPD, Trauma inc Child Trauma, IP inc BEX. Also features the average working day amount too.
VIEW PDF
2008 Claims Paid Statistics By Product Type
A consumer friendly designed document. Claims (in dollar and number) paid by product type incorporating Death, TPD, Trauma inc Child Trauma, IP inc BEX. Also features the average working day amount too.
VIEW PDF
2009 Claims Paid Statistics By Product Type
A consumer friendly designed document. Claims (in dollar and number) paid by product type incorporating Death, TPD, Trauma inc Child Trauma, IP inc BEX. Also features the average working day amount too.
VIEW PDF
2010 Claims Paid Statistics By Product Type
A consumer friendly designed document. Claims (in dollar and number) paid by product type incorporating Death, TPD, Trauma inc Child Trauma, IP inc BEX. Also features the average working day amount too.
VIEW PDF
2011 Claims Paid Statistics By Product Type
A consumer friendly designed document. Claims (in dollar and number) paid by product type incorporating Death, TPD, Trauma inc Child Trauma, IP inc BEX. Also features the average working day amount and the top three leading causes by product type too.
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2012 Claims Paid Statistics By Product Type
A consumer friendly designed document. Claims (in dollar and number) paid by product type incorporating Death, TPD, Trauma inc Child Trauma, IP inc BEX. Also features the average working day amount and the top three leading causes by product type too.
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2013 Claims Paid Statistics By Product Type
A consumer friendly designed document. Claims (in dollar and number) paid by product type incorporating Death, TPD, Trauma inc Child Trauma, IP inc BEX. Also features the average working day amount and the top three leading causes by product type too.
VIEW PDF
2014 Claims Paid Statistics By Product Type
A consumer friendly designed document. Claims (in dollar and number) paid by product type incorporating Death, TPD, Trauma inc Child Trauma, IP inc BEX. Also features the average working day amount and the top three leading causes by product type too.
VIEW PDF
2015 Claims Paid Statistics By Product Type
A consumer friendly designed document. Claims (in dollar and number) paid by product type incorporating Death, TPD, Trauma inc Child Trauma, IP inc BEX. Also features the average working day amount and the top three leading causes by product type too.
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25 Mind-Blowing Social Media Stats for Financial Advisors
If you are investing or considering investing time and money in using social media to promote your business, this a must-quick-read statistical report for you and your business future.
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6 Frequently Asked Questions About Life Insurance Security
In uncertain political and economic times, coupled with corporate entities taking over other entities and ownership of life insurance companies changing, some policyholders must wonder about just what the status of their life insurance portfolio is. Here is 6 questions you are likely to be asked sometime in your advising career and the appropriate answers you can answer them with. Use this in a client newsletter or your blog.
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7 Threats Your Clients With Business Partners Should Consider
If you are a practising adviser, you will most certainly have a percentage of personal clients who are also SME business owners including some with one or more business partners e.g. medical, veterinary, legal, pharmacy, building, etc. This presents both a business risk and a business opportunity for you. Here's why.
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Advice: You Can Take It With You
This examines the potential hole your clients may find themselves in if you have a dispute with your licensee and clients are left out in the cold with no contact. How do you ensure your relationship is so strong that they will contact you?
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An Open Letter From A Claimant
Keith Livingstone. a Chiropractor, came to one of our member advisers after he suffered a collapse with a brain tumour, and needed help with his finances. He was underinsured but is struggling through. He wrote this open letter because he now believes so much in insurance. Mainly because he had enough to save the family from total disaster, but not enough to do the job. Show this to a client who refuses to acknowledge your funding recommendations.
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Business Expenses - Surviving The Jaws Of Misfortune
Business expense insurance articles should always be categorised as marketing articles no matter what their technical content - because very simply not enough is provided to clients who need it! Are you providing enough of your business clients with BEX cover?
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Business Structure Entity Tree Word Template
Do you draw a business structure or entity tree with your SME business clients? You should be for many reasons. If you are or want to but want to add a more polished, professional look when re-presenting this tree/diagram back to the client (via your advice document maybe) or at review time, use this editable Microsoft Word .docx template with all the icons and lines you need to create a professional record of your client's current business circumstances. There is a personal client version available too.
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Child Trauma - A Real-Life Case Study
A Risk Store member, Troy Edmondson, provided this press article to us and it brings to light the true cost of a child's serious illness and why child trauma should be automatically part of your needs analysis consideration. A great one to send to your clients with young children or post on your Social Media channels.
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Claims - Being There
It's crucial to 'sell' your role as the facilitator of the client's claim, from the absolute outset of the relationship. This then gets reinforced at every review and this in turn increases the retention of the non-cancellable nature of policies and helps to avoid lapses which are difficult to reverse.
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Developing Strategic Alliances
Strategic alliances with Financial Planners, Accountants and Finance brokers bring potential clients to the risk adviser, but they must be approached and managed as carefully and professionally as any business relationship where trust is critical. Two highly successful business partners tell you how.
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Equipping Wealth Management Planners For Life Risk
How to determine if a traditional financial planning business is well structured and resourced to deliver risk advice. The gap analysis that needs to be conducted and the path to solutions if changes are to be made. The message is clear, says Sue Laing of The Risk Store, specialist investment / wealth management financial planners must address risk protection with their clients as part of their overall advice offer.
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Family Tree Word Template
Do you draw a family tree with your personal clients? You should be for many reasons. If you are or want to but want to add a more polished, professional look when re-presenting this tree/diagram back to the client (via your advice document maybe) or at review time, use this editable Microsoft Word .docx template with all the icons and lines you need to create a professional record of your client's current circumstances.
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General vs Life Insurance Comparison Graphic
You may wish to use this simple graphic in your client meetings to illustrate the cost vs value between general insurance i.e. car or home insurance vs life insurance. That is, what you pay per month and the amount you are insured for. Most clients will insure their motor vehicles without thinking of the premium paid to the insured amount ratio. This illustration will assist you get the message across of the dollar value when discussing premiums.
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How To Make A Referral Marriage Work
Following on from the concept of strategic alliances is this practical 'recipe for success' - the steps to follow to ensure that all the aspects are addressed and planned for - even the break-up is planned for, just in case!
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Male Cancer Claims Report
Cancer is the leading cause of claim under critical illness insurances in Australia. Results from the GenRe Australian Critical Illness Claims Survey 2008 indicate a worsening trend in male cancer claim rates, having risen 3.1% a year between 2001 and 2005. This survey collected data from nine major providers of critical illness insurance products in Australia, representing approximately two-thirds of the whole retail or individual lump sum risk insurance market.
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Martin & Michael - A Business Succession Planning Case Study
When this interview was conducted on the main platform at one of The Risk Store's Annual Life Risk Forums, it created quite a wave of awareness of the practical outcomes of business succession planning. This is an emotional, real view of just what happens when a business partner suffers a very serious illness and remains alive to be a part of the withdrawal process from the business and the eventual outcomes for the business. It also highlights just what is in store for the ‘unaffected’ partner...who is in fact far from being ‘unaffected’. See also the video, and the MP3 audio version.
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Mastering eMail Marketing
by Helen Bairstow - Founder of Great Look eMail Marketing Effective email marketing and electronic client communication is now an established function of doing business in the 21st century. There will be those who do it right and those who don’t.
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Reassuring Your Clients Of Policyholder Protection
Advisers can strengthen trust if they are able to simply describe to a potential client what the extent of protection is under legislation; how their future claim benefits are quarantined from the corporate disasters which beset other industries.
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Reinsurance - Sharing The Risk Around
Of the two main safety nets in life insurance, reinsurance is the least understood, yet if it can be easily described to clients that will serve to build confidence in the life insurance industry. This translates the concepts into plain English for advisers. Also includes our 'How to' guide to assist with marketing this concept.
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Risking Underinsurance - A Case Study
This story comes from a wife, mother and part time breadwinner who didn't have trauma insurance when she should have. It describes the effects of this and suggests how advisers might rectify the perceptions leading to underinsurance.
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RR Issue 179 - 12 practical projects to help get your business ready
Our regular annual beginning-of-the-year feature, providing some project ideas for your practice that might guide you with some growth activities to get you hitting the ground running at the start of the year. Some of these are simply a reminder of the every-year things that the best businesses do that keeps them growing and prospering.
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RR Issue 185 - 7 Ideas To Reach Out To Your Clients With
We are always being asked by members for simple, practical ideas they can implement quickly to assist with client engagement. Here are 7 simple ideas you can check out and use to re-engage with clients. Also includes The Tale of The Week.
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Targeting SMEs Through Business Succession Planning
Engaging a small to medium enterprise business client in a discussion on risk management demands an empathy with their 'world' and particularly their emotional drivers. When advice is delivered it needs to mirror that empathy. This article examines why it can still be difficult to target this market, and how this difficulty can be overcome. Adding business succession or continuity planning to your activities can result in increased revenue (between 4-9 times compared to personal advice), and a client base you otherwise may not have had the means to capture.
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The Dream Team - How To Woo Accountants
Dani Peer is an extraordinary speaker. This is a whole new slant on how to woo accountants before you try to work with them - some great tools and concepts are presented in this session. See also the video, the slide presentation and the MP3 audio version.
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The Ideal Life Risk Advice Journey
It is clear that participants across all segments of the life insurance side of financial services have not yet educated consumers sufficiently in not only what the life-risk advice process is, but also what it can mean to them and what difference it can make in their lives. Where advisers have not yet embraced some of the issues covered in this article, it should open up an opportunity to rethink their advice process and to add more robustness that will support the emerging fee-charging environment in which advisers find themselves. This technical article was written by Sue Laing for Kaplan Education and reproduced with their kind permission.
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The Sphere Of Risk - Playing a Broader Role In Risk Management
Ensuring that all possible risks have been addressed in the advice given is essential to doing a robust job of life risk. If a father providing child support dies and a child is left unsupported, shouldn't the adviser have at least warned of that risk? It is all too often that the advice provided has been driven by just a few fact-finding questions which have not adequately uncovered the totality of a client family's detriment. Rather than asking "What are all the circumstances which would be of detriment within your whole family (and business for that matter) sphere, if you were to die?" The common questions imply "What would happen to your spouse and children if you were to die?" This is not broad enough, if an adviser is to do a truly thorough job during the advice process.
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The Untapped Potential With Client Minorities
Ensuring that you spread your net widely enough across all needy categories in your client base will help capture those apparently 'fringe' risks, which are in reality just as crucial to address as the traditional family client unit.
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TPD: Benefits And Options
Have you ever stopped to analyse just how all the features of TPD - built-in and optional - can be explained? Be better armed to satisfy your own knowledge needs as well as describing what these features mean to your clients and how they work in practice. Also includes our 'How to guide' for assisting with putting into practice.
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Valuing Advisers’ Involvement - a client perspective
Dr Michael Holt “worships the ground his adviser walks on” and it's easy to understand why, when you see what he endured but also what he was saved from, due to good advice. This presentation sums up the story of Dr Holt's devastating accident and the outcomes. See also the slide presentation and the MP3 audio version.
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What Does Trauma Insurance Do?
This is powerful article with an eternal message. This is an interview with the inventor, or father, of trauma insurance (Critical Illness (UK) Dread Disease (SA)), Dr Marius Barnard. There could be no better explanation of what trauma insurance DOES for clients who can claim on it. Show this to those clients unsure with your recommendation to have it.
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