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Slide Library

No this won't be like Dad's holiday slideshows!

This library contains several years' worth of relevant slide presentations which have accompanied podium presentations, webinars and workshops and vary from short to quite comprehensive. These are regularly added to, as more presentations are undertaken.

The slides are all presented with the risk store 'branding' or our Forum brand from each year's event. What we ask is that where these are used to contribute to the production of an intra-industry presentation, e.g. by a BDM for advisers, the risk store receives acknowledgement. If these are utilised for client education seminars or workshops, feel free to badge them with your licensee or own business branding template.

Please note only some of the presentations from our Forums are available due to some of our speakers placing restrictions on reproducing their slides. All slides made available are reproduced with the kind permission of the authors and copyright remains with those authors.

This section is one of our 'upcoming' update projects. We will be gradually reformatting the content in this section to fit our standard template design. 

 

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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.

30 Things You Do For Your Clients That They Don't Know You Do
by Sue Laing - Founder & Technical Manager, The Risk Store Too much of what you do is not recognised as being of identifiable value to clients - by you as much as by your clients! Sue lists the value you already add and what you should be reminding your existing clients you provide as a service. A useful reference for those considering moving to a fee-for-service offering.
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5 simple ways to kick off your LinkedIn presence
by Richard Dunkerley, Marketing Manager - Retail, Zurich Life Social media (connective networking) is now part of the business landscape. Business owners including financial advisers need to know how to harness the power of these communication channels and how their businesses can compliantly take advantage of the benefits. This practical ‘how to’ webinar gave participants a quick overview of the new world of social media and in particular 5 simple ways to kick off your LinkedIn presence.
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Avoiding The Whirlpool Of Grief
Being There For Your Clients Without Joining Them In The Drink by Stephen Smith - Director of Psychological Services, Prova Profiling Stephen's depth of experience as a counsellor supporting disaster and conflict teams across the globe has meant that he understands intimately how to walk the fine line between supporting those going through grief and getting into the grieving 'mode' yourself. It's a role that not surprisingly daunts many advisers and one that you need some training for, so we felt it important to deliver tips and guides to navigating the course of grief. The recent spate of natural disasters and deaths has brought home the critical role that advisers play in this area.
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Be The Skipper In Your Referral Relationships, Not The Crew
by Nettie Handley - CEO - Complete Risk Analysis Nettie's team at CRA works very successfully with a panel of strong referrers after years of perfecting the 'how'. Nettie explains the most effective methods of enunciating your advice proposition at all levels. This is a presentation for both experienced advisers who've not yet cracked the referrer relationships you'd like and for the up-and-coming adviser who's keen to get into this form of business building as you grow a new (or new-ish) practice.
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Being The Best Facilitator You Can While Navigating Claims
by Paul Hastings - Lawyer & Insurer Legal Council Paul has been dealing for many years at the insurer end with claims issues and has a very clear perspective on the value that an adviser can add to the process and how this should be done to the best ends for everyone. He also has seen some disasters to learn some lessons from - on how NOT to try to help clients! There are tips on improving the up-front advice process to avoid problems at claim time, too.
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Breaking Into Businesss Insurance
by Brant Dillon, Rob McAdam, Dave Woodman Adviser, accountant and business client come together for a case study ‘what’, ‘why’ 'who' and ‘how-to’ around why you should advise on business insurance or as we prefer to refer to it, Business Succession Planning.
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Business Expenses - The Forgotten Treasure
It's easy to offer business expenses to your clients but it is rarely done. This is an overview which could form the basis of a training presentation to advisers or a brief seminar presentation to SME clients.
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Business Expenses Breakdown
by Chantelle Kidd - Financial Adviser The missing link in the business insurance package. Yes, business expenses insurance policies do pay, if you know how to assess the 'right' fit for the business' structure and choose products accordingly.
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Charting a (not-so-familiar) Course?
by Fiona Navarro - Life Risk Champion 2010 Fiona describes the value in a fully fledged life risk advice process that every adviser can deliver to clients. A cracking, motivating presentation chock full of practical ideas.
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Claims And Advisers
The role advisers play in the claims process starts at the beginning - when the recommendations are first taken up and the policies are implemented. This is when clients' expectations are set up. Why get involved in claims, some ask? Here are all the sound reasons why advisers are a key ingredient in the claimant's experience.
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Claims As Life Industry PR
A Presentation To FSC On A Path To Better Consumer Attitude Through Promoting Our Claims Capacities This presentation was designed to ask the industry to sit up and start using our terrific claims record as a PR exercise to encourage confidence among consumers. It is relevant for advisers too, to think about selling more on buying claims and less on buying 'policies'. Presented to the FSC (formally IFSA).
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Claims Case Studies - What Is There To Learn?
by Sue Laing - Founder & Technical Manager, The Risk Store Sue has pulled together all the claims messages heard in the two days of our 2010 Life Risk Forum. - a mix of facilitation skills, technical knowledge - some in-depth - and the importance of close contact; what 'being there' for the client's benefit means in practice - plus a few of her own tips!
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Competition; Consumers; Confusion?
The UK Trauma Market - Past and Present by Nick Kirwan - Association of British Insurers An absorbing view of the evolution of the UK trauma market, which could have potential implications for the Australian and New Zealand markets. [Some of this presentation has not reproduced fully in pdf format]
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Delivering Risk Insurance To Your Clients
There are many basic guidelines to managing the expectations of your clients in order to smooth out the sometimes bumpy road of underwriting. Client education and good field underwriting go a long way.
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Effective Field Underwriting
Getting clients underwritten and covered sooner, with full co-operation and better outcomes by Sue Laing - Technical Manager & Founder, The Risk Store Do your efforts towards getting your cases through the underwriting and new business stages start and end in the ‘right’ place? Do you know what proportion of your cases in suspense don’t complete; what proportion are still sitting there after a month? Is there room for both (i) a re-think of your field underwriting effectiveness and/or (ii) a review of your back-room processes that support the ‘post-sale’ period?
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Effective Risk Fact Finding
How do you know if the way you are conducting your risk fact finding is hitting the mark - is it enough to allow you to do the 'right' job for the client when it comes to the needs analysis which is the next step?
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Estate Planning - Navigating The Right Advice Path
Being the pivotal point in your clients’ estate and business succession planning is a key ingredient in the crucial client relationship. How do you navigate that fine line between being a great facilitator and giving unauthorised advice? Peter McKnoulty from McCullough Robertson Lawyers tells how. See also the video, the MP3 audio version and the text transcript.
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Fact-Finding To A Fortune
by Graham Poole - Adviser The key to filling your pipeline is in smarter fact-finding and uncovering every opportunity in every client case
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Going to the Wall - How Hard is it?
by Robert Whitton - Partner, Lawler Partners Insolvency and bankruptcy are complex processes - what does it mean to those at the centre of the turmoil?
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Good Financial Evidence - The Secret Chart To A Smooth Claim Journey
by Peter Jones - Principal of Cogent; forensic accountant; business adviser Peter is spending more and more of his time working with advisers after a long history of working with insurers in the accounts analysis and financial evidence arena. Peter is expertly placed to help advisers understand the place of financial evidence and how to extract the right evidence by working with the client's accountant and then submit it to get the best and most robust result from underwriting. He also uses some case studies to explain the value of having financial evidence established before a claim rather than after.
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Have You Ever Had An STD, Sir?
A shorter, similar presentation to ‘’Delivering risk insurance”, with a broader perspective on the whole relationship with the client and how to manage the sensitive issues - examples of underwriting decisions on common conditions are provided.
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Health Insurance - Where It Starts And Stops
by Peter Carroll - Health Insurance expert and Director of Ozecover Would it help you in your trauma selling, to be informed of where private health insurance can and cannot fill medical cost gaps? Some common critical illness costs will be looked at also.
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Helming Through The Heart In Trauma
by Dr Paul Davis - Chief Medical Officer & Cardiologist, RGA Australia There are so many heart conditions inside trauma / critical illness event listings that it's like navigating without a map when clients need to ask you simple questions. Dr Paul as usual cuts through the complexity.
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How Are Your SME Language Skills?
by Sue Laing - Founder & Technical Manager - The Risk Store A fast-paced, all-you-want-to-know-in-overview relationship skills session for those grappling with SME engagement.
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Insurances in SMSFs – Do You Have All The Tools ?
by Tony Negline - Principal, Financial and Technical Solutions A detailed look at the benefits to be gained from using SMSF ownership of insurance, as well as the issues to be sure the client is aware of with this strategy.
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Learning To Speak The Language - The SME Mindset
Engaging a small to medium enterprise (SME) client in a discussion on risk management demands an empathy with their 'world' and particularly their emotional drivers and this can only be achieved by learning to 'speak' their language - what can you expect them to be concerned about?
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Life and Death Statistics Client Presentation V1
These stark statistics (Aus & NZ) highlight the need for living insurances by revealing the likelihood of survival.
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Life and Death Statistics Client Presentation V2
This PowerPoint show presents the stark statistics revealing the likelihood of survival...or not. Great for client / consumer engagement.
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Locking Wealth Protection Into Wealth Management
Taking insurance advice from a second class citizen to a value proposition! For all those advisers for whom the positioning of the wealth protection piece – particularly getting clients to accept that this must be done at the same time as the investment advice and implementation – presents an ongoing challenge. Life can be easier!
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Managing Claims: Before During & After – Your Role In The Claim Experience
by Sue Laing - Technical Manager & Founder, The Risk Store The reality of a potential claim must be a part of the initial advice discussion and your role in managing claims must be visible as part of your client value proposition. What do you do from there to reinforce that role at every opportunity and to fulfill that role when the worst happens?
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Managing Modern Maladies (Life Expectancy & Morbidity Determinates)
by Dr Paul Davis - CMO & Cardiologist, RGA Australasia Dr Paul would win hands-down as 'most popular speaker' if we trust our years' of feedback! Here's another straight talking explanation of some of the more challenging decisions you have to deal with involving the touchy combination of hypertension, raised cholesterol and obesity.
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Managing The Minefield Of Field Underwriting
One of the key obstacles to smooth processing of new life risk business is not the underwriting process itself but the way this is sometimes managed with clients, by advisers. Or not managed, as the case may be! The first step must be to understand just what underwriting is and why it is so important and then an adviser can work towards improving their skills as a field underwriter.
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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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New Refinements In Underwriting
by Lindsay Cross - Principal Underwriter, GenRe Australasia Based on the 'new' industry science of Evidence Based Underwriting, this "plain English" session broadcast exciting and relevant new thinking from the underwriting experts - our reinsurance colleagues.
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No Plain Sailing - A Youth Trauma Case Study
by Kay Ledson - A Financial Adviser & Mother Kay is the 'hidden' youth trauma casualty - her life and her financial situation were turned upside down by her son Josh's snowboarding accident. Here's a case study for you to take to parents...not to the kids who all think they are invulnerable!
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On The Board or On The Beach?
by Nick Kirwan - Association of British Insurers Are you ‘on board’ with e-apps and tele-underwriting? Or sitting on the beach still? Nick gives us a glimpse into our future – where e-apps and tele-underwriting have taken the UK new business market...and advisers' pipelines!
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Personal, Home and Child Care Costs - What Are They?
by Danielle Robertson - CEO, Dial-an-Angel We're constantly asked about how to cost personal, home and child care to assist with sums insured calculations. We found just the person to help you and Danielle demonstrates, via case studies, what Dial-an-Angel's 40,000 clients have paid for the sort of care your clients may well need sometime.
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Practicality + Passion = Protection
by Susan Du Chesne and Jennifer Coleman - Financial Advisers and business Owners Achieving engagement and rigour in the needs analysis process for Living Insurances.
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Project Lingo - The Language Of Life Insurance
Our thanks to IFSA (now FSC) for making this fascinating presentation available to The Risk Store. This was presented to an industry group in November 2006 as part of a think tank on solving the underinsurance problem in Australia. The text transcript is unfortunately not available as the session was not taped.
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Pumping Your Practice Pipeline
by Sheila Baker - Director, Gold Seal Human Resources Management Staff selection, stability, skilling and stimulation will optimise net revenue from your ‘back end’. Take away simple but effective practices and tools for this area of your business operation.
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Refining Your SoAs - Are You Getting Through To Your Clients?
by Steve Murray - Managing Director, Catalyst Compliance Are you confident that your life risk SoAs always pass the "does this make sense to me?" test with clients? According to Catalyst who deal directly with advisers seeking help in these areas, few do. If they do, there's still room for improvement, without turning your licensees' rules around.
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Rehabilitation - The Spinnaker of Claims Management
by George Trippis/Paula Bourke - Rehab Manager, Asteron/Head of Claims, BT Insurance Few advisers have any awareness of the part that insurers play in getting clients back into a work situation - the client is the biggest beneficiary in every case.
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Selling The ‘Package’ Concept
Conquering the “I have life insurance” mentality by Sue Laing - Technical Manager & Founder, The Risk Store The current availability to many Australians of some life insurance cover within a super plan, while clearly an improvement on no cover at all, has nevertheless served to hamper efforts to educate clients regarding what “life insurance” is. This session creates a path to follow to help clients understand the need for a package of complementary products to achieve the right level of risk management.
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Slides: Nomination Of Beneficiaries
Peter Bobbin from Argyle Lawyers examines everything you always wanted to know about nominating beneficiaries but were afraid to ask. This is a very technical and yet entertaining session with case studies. We also have the video, the MP3 audio version and the text transcript available.
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The ABC of Trauma Events - The Heart of the Matter
by Dr Paul Davis - Chief Medical Director, RGA Asia Pacific Heart related events explained.
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The ABC of Trauma Events: - Nerves Not Of Steel
by Dr Suzanne Hodgkinson - Director of Neurology South West Sydney Area Health Service The neurological, degenerative diseases explained.
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The ABC of Trauma Events: The Cancer Crisis
by Dr Warwick Benson - Head of Clinical Haematology Westmead Hospital The common range of cancers explained.
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The Black Hole of Long-Term Disability
by Jennifer Cullen - CEO of Synapse (formally Brain Injury Association of Queensland) The costs of care and daily survival for our long term disabled clients - and how we can help.
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The Costs of Calamity
by Jennifer Cullen - CEO of Synapse (formally Brain Injury Association of Queensland) A comprehensive cost case study, item by item, of the enormous financial impact of long term disability... the case for realistic TPD sums insured
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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 as referral partners - some great tools and concepts are presented in this session. The video, the MP3 audio version and the text transcript are alas available.
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The Most Important Person On Board
by Steve Murray - Managing Director, Catalyst Compliance Steve clarifies in this quick kick start session, the 'client best interest' principal of FoFA and the reasonable basis for advice principles in the context of life risk advising.
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The Needs Analysis Dilemma - Getting The Sums Insured Right
What are the principles behind life risk insurance needs analysis? Are calculators all doing the same job? This is a breakdown of the maths involved, step-by-step.
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The What, How, When and Why of Insurances In Super
This session details all the impact issues surrounding the placement of insurance into superannuation and particularly self-managed superannuation funds. It provides a balanced and comprehensive overview of the implications of this strategy, for each product in the generic life insurance range.
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Trauma In Business Insurance
The use of Trauma in business succession planning and the need to include trauma into the funding arrangements for business partners has always been a real challenge for advisers and spawns much debate. Matt Burgess from McCullough Robertson Lawyers discussed what the issues are and how to meet them head-on and effectively for these clients and still achieve a robust and acceptable outcome. See also the video, the MP3 audio version and the text transcript in the store.
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Trauma Trends
by Nick Kirwan - Association of British Insurers Would the standardising of key trauma definitions in Australia lead more clients to buy – faster? Nick will discuss the UK ‘case study’: political/market background; causes and drivers; the definitions; and both positive and negative outcomes since.
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Unblocking The Pipeline
by Wayne Kedward - Industry Facilitator and Trainer; Brant Dillon - Adviser and Peter Tilocca, Chief Underwriter RGA Australasia Are you the master of your underwriting pipeline? How to totally re-evaluate your effectiveness as the field underwriter in the new business equation – before and after the app goes in
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Understanding Underwriting - Diabetes and LBD
by Dr Paul Davis - Cardiologist and CMO, RGA Australasia Dr Paul removes more of the mysteries of your clients’ conditions and how they affect underwriting - two common groups of conditions are examined.
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Understanding Underwriting - OSA and Arthritis
by Dr Paul Davis - Cardiologist and CMO, RGA Australasia Dr Paul removes more of the mysteries of your clients’ conditions and how they affect underwriting - two common groups of conditions are examined.
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Using the Living Insurances in Business Succession...Successfully!
by Brant Dillon and Matthew Burgess - Financial Adviser and Trainer | Estate Planning Lawyer and Expert Meeting the particular challenges of these products' application to business insurances.
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Using The Right Signal Flags For SMEs To Read
by Sue Laing - Founder & Technical Manager, The Risk Store There are lots of technical sessions on business succession planning but very few on how to get from the first introduction to the final recommendations - i.e. how to engage the business in embarking into a relationship with you for this important advice area. It's critical to get this right. Sue's tips and 'scripts' are tried and proven now, after having delivered this to hundreds of advisers over the last few years.
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Valuing Advisers’ Involvement
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 slide presentation sums up the story of Dr Holt's devastating accident and the outcomes. See also the MP3 audio version and the text transcript.
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Venus and Mars - Making The Perfect Marriage A Reality
A 'marriage manual' to help both parties in a strategic alliance understand where they are going and how to get there and what if it doesn't work? This presentation assumes an alliance between a financial planner and a risk specialist.
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You Can Communicate With Gen X, Y And Z
You Just Need The Right Signal Flags! by Avril Henry - Human Resource Specialist and Guru on Gens X, Y and Z Avril's hilarious but insightful session on the younger generations is an eye-opener as well as a rip-roaring but very useful voyage through their idiosyncrasies. Handout of tips only - Avril did not have a slide presentation for this session. Here is her handout though with some useful tips.
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Your Online Identity is Your Mainsail - Do Not Cast Off Without It!
by Marc Fabris (Zurich Life) and Naomi Rosenthal (Financial Adviser) "Social or 'connective' media - Facebook and Twitter most popularly - are popular in use in our industry. The question of how and where they might and can fit into a personal advice practice isn't easy to answer. If you are an entertainer or a famous personality, the opportunities to 'market' yourself are obvious and endless. But what if you're an adviser working within a very stringent regulatory regime? And what if you simply don't know where to start, even if you would like to? Naomi, an adviser who has put her toe firmly in the water yet still says she has no idea what she is doing (!) and Marc, a technophile who understands how these things work, combine to deliver a useful, educational and topical workshop.
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