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Technical 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. The date of publication is not to be used as a guide to currency: most of the concepts survive and have no shelf life. Where there is a reference to legislation that may have been superseded, this will be noted in the explanatory intro notes.

To ensure the risk store members obtain the very best benefit from spending time reading these, most are accompanied by In Practice
– 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 with an In Practice guide 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.  We also thank Cirrus Media (previously Reed Publishing) and Kaplan (previously Tribeca Learning) for their kind permission to reproduce these articles for your benefit.  

Please ensure the copyright permission remains on any copy of these articles which you might choose to provide to a client or colleague.

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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.

Estate Planning Imperatives For The Non-Lawyer: Part 3
Knowledge area (1.25 CPD) After reading this article you should be able to: › Broaden the insurance funding discussion to include factors, apart from finances, that have to be managed in a crisis › Review the client relationship messages, clarify & educate how an adviser can help ameliorate a drastic disruption of lifestyle › Educate a client as to what areas of forward planning for their "living" estate they have not yet addressed › Discuss the tools available to assist with the practical effects of critical health events.
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A Reasonable Basis For Sum Insured
The very basics of the needs analysis for term insurance, with a calculator to assist the early learners.
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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 Estate Crash For Peter Brock
A great summary of the estate planning issues to be understood and learned from Peter Brock's (well know Aussie racing driver) untimely death and lack of a current, valid Will. An extract from one of Brett Davies Lawyers' newsletters (reproduced with their permission)
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Ancillary Benefits (Nursing & Rehab) In Income Protection
The rationale, application and advantages of several of the common ancillary benefits are simply explained - nursing care and other benefits most appropriately termed 'rehabilitation' related. The third in a series on income protection benefits.
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Are You A Calculating Adviser?
Delving much more deeply into the skills of determining a client's lump sum needs, including getting the engagement right at the fact finding stage so that the base figures 'belong' to the client before you even present the final results.
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Avoiding Income Protection Slip ups
Sole traders are in a particularly vulnerable tax position if they claim income protection benefits and their business expenses and income continues. If there are business losses at the end of the tax year, they could get a rude shock.
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Beneficiary Nominations Advice Giving: A Case Study
This was a Risk Store Technical Helpline case. We promise, your clients will benefit from you reading this case study! • There was already insurance in place when this client sought help from a new adviser. • This adviser sought input from others as he didn't know all the technicalities he needed to. • Therefore it is a perfect example of the adviser being a facilitator but not the sole expert inputting to the client’s outcome. • After analysing client data and insurer documents, it was clear it was a complex case even for an experienced adviser. • Collaborative input enabled this adviser to reach a solid estate planning-focussed outcome for a client who had risks inherent in her circumstances. Includes test questions and answers - see how you do!
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Business Succession Planning: Keyperson Insurances
This looks specifically at the keyperson area of SME advice and addresses all the product solutions for the common risks. It also importantly refers to the keyperson needs of corporates, which require subtly different advice delivery.
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Can You Have Your Cake And Eat It Too?
There are lots of good reasons to use super for ownership of life risk insurance policies. This article contains some health warnings about the advice process and what to watch out for in this area when structuring your advice to a client - it's easy to overlook an important consideration.
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Children and The Risk Process
Taking the children into account in life risk advising for families goes beyond what it costs to educate them. This provides a 'checklist' of all the areas where the existence of children demands particular attention. *See Video Library for the video relating to this article.
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Children’s Trauma: An Undersold Safety Net
The effect of a child's serious illness or injury on a family can't be underestimated. Adding some child trauma cover to a parent's policy can ensure freedom of choice if Mum and Dad need to stop work to be with their child during this critical period.
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Churn - How To Counter The Cowboys - Policy Replacement
Whether you are the adviser replacing a policy, or the one who recommended it in the first place, you should be fine as long as it’s only ever about the client. Sue Laing, in her usual frank and practical manner, looks at the issue of replacement of life insurance policies which was the subject of hot discussion in topical blogs and online forum posts relating to the churn/claw-back remedy proposal, originated by the Financial Services Council.
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Comparing Direct Insurance With Retail Insurance: Part 1
It is crucial for advisers to be armed with sufficient product knowledge of the direct products to enable accurate information and comparisons to be provided to clients. In this article, a selection of high profile direct products has been presented as a de-identified sample to show the product structures, features, terms and conditions to be aware of and how they compare generically to mainstream retail products. After reading this article you should be able to: - Explain the key structural differences between direct offerings, generically, and retail offerings - Identify the key sections of direct product PDSs and interpret the policy terms - Compare terms of a specific direct product and a specific intermediated retail product - Explain the implications of the key differences in terms, in an ordered and logical manner to clients
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Comparing Direct Insurance With Retail Insurance: Part 2
It is crucial for advisers to be armed with sufficient product knowledge of the direct products to enable accurate information and comparisons to be provided to clients. In this article, a selection of high profile direct products has been presented as a de-identified sample to show the product structures, features, terms and conditions to be aware of and how they compare generically to mainstream retail products. After reading this article you should be able to: - Identify the perceptions and facts around direct insurance products - Discuss the key structural differences between direct and retail insurance products - Explain how an adviser can manage a client’s insurance expectations
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Complaints - Learning The Hard Way
This exposé of some life insurance complaints files helps advisers learn some lessons from others' mistakes. It's the second in a series of these forays into FOS files.
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Constructing a Meaningful SoA
A five-step plan for putting together a successful life risk SoA that will provide appropriate and personalised life risk insurance advice - assuming you have a compliant template to start with!
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Costs of Cancer Treatments
This is a letter requested by an adviser, from the pharmacy department of a major cancer clinic in Melbourne, which details a number of chemotherapy drugs which are NOT supported by the Pharmaceutical Benefits Scheme. This may be useful for you in awakening your clients' awareness of the real costs of a critical illness.
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Dealing With a Death in The Family
It is probably tempting to stay away from a client's family when there has been a death. But the adviser should be the one 'on call' at this time and helping the family or business manage the three 'life' shocks they will be suffering. Both investment and risk advisers should be aware of what to do in the event of a client death, insurance involved or not.
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Death Benefits In SMSF - A Technical View Simplified
This article is written by super expert Tony Negline. It is a plain English explanation of the issues around the payment of death benefits out of self-managed superannuation funds – whether accumulated or insured benefits. Further technical/legislation references are provided at the end of the article.
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Determining The Sum Insured
Although advisers should not rely on blanket 'formulaic' calculations, such as "10 x salary for term life", there is nevertheless a need to follow an established 'calculator' methodology. Here are some how-to's to get that process right - for the less experienced to learn from.
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Don’t Leave Clients Hanging On
It's best for advisers to be up front with clients if they think there might be potential for a non-standard underwriting outcome. Some examples and some tips are provided for dealing with the 'field' underwriting role of advisers.
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Don’t Rock The Lifeboat
One of those useful and striking case studies...about protecting clients from their own illogical decisions and protecting yourself if they go ahead with an illogical decision... This client cancelled an existing policy while awaiting a decision on another, then...guess what?? A great business succession & continuity planning (estate planning) case story.
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Employing The Affordability Tools For Life Insurances: Part 1
It is a rare client who takes up the “best of the best” when it comes to their protection package of life insurance products. After a thorough discovery process, an analysis of the funding needs and appropriate policy ownership structures, the next part of the “estate planning” journey is to work through the affordability strategy — often a dilemma for both adviser and client. This technical article was written by Sue Laing for Kaplan Education and reproduced with their kind permission.
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Employing The Affordability Tools For Life Insurances: Part 2
One of the advice process essentials is to provide each client the appropriate information so they can make an informed decision regarding a life insurance package that best fits their immediate finances and for the short term of their current budget. Apart from choosing between agreed value benefits and indemnity benefits in income protection, the next most common income protection tool is adopting a longer waiting period to reduce cost and create affordability. As with all compromises regarding the “best” design, there are risks and outcomes which must be communicated to the client. This technical article was written by Sue Laing for Kaplan Education and reproduced with their kind permission.
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Employing The Affordability Tools For Life Insurances: Part 3
Giving every client the appropriate information and advice so that they make sensible financial decisions in relation to their life insurance package is paramount. Throughout this decision‐making, an adviser’s responsibility is to ensure that ad hoc, uninformed choices by the client of benefit design and/or coverage are avoided. All products have available tools for tweaking cost; and cost does not always equate directly with affordability.
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Estate Planning - Navigating The Right Advice Path
This is a word-for-word transcript of a very informing webinar presentation on estate planning by Peter McKnoulty, senior partner of Brisbane based McCullough Robertson Lawyers. McCullough Robertson are one of the largest and most experienced estate planning law firms in Australia today. If you intend to offer estate planning based life risk advice, this is one paper you should read. See also the video, the slide presentation and the MP3 audio versions too.
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Estate Planning Imperatives For The Non Lawyer - Part 1
Learning objectives (1.25 CPD) After reading this you should be able to: › Devise a must‐use question set to establish clients’ estate planning aims › Describe the resulting necessary estate plan actions to which clients need to commit — and the dangers of not acting › Facilitate the legal and administrative documentation required to secure the clients’ outcomes through to completion › Manage a review process for estate adjustments as clients’ circumstances change over time.
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Estate Planning Imperatives For The Non Lawyer - Part 2
Learning objectives (1.25 CPD) After reading this you should be able to: › Educate a client as to what areas of forward planning they have not yet addressed › Review the use of ordinary (that is, not superannuation) life insurance mechanisms to secure a guaranteed estate outcome for a client family › Discuss the practical “health warnings” that clients who rely on family legal advice alone need to be aware of › Broach the hard topics of family interaction and expectations with clients.
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Family Dissolution And Risk
At a time of great emotional family turmoil, the thing that often slips through the cracks is the crucial need to manage the financial risks which emerge from the dissolution process (divorce and separation), most of them of a short term nature and many able to be best managed by insurance funding.
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FASEA Education Pathways Explained
Here is a quick-view summary of the new education requirements for all Australian financial advisers prescribed by The Financial Adviser Standards and Ethics Authority (FASEA).
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Field Underwriting Engagement And Skills: Part 1
Advisers are only too aware that things are getting tougher for clients’ new applications. Advisers need to understand the underwriting process and then manage the hard conversations to the best outcomes for their clients, despite the relationship challenge this can present. This article is in two parts. This part provides an in-depth description of the basis for underwriting, its nature and the rationale that is helpful for clients to understand about underwriting to help adviser and client to obtain useful results from the initial discovery such that any possible adverse outcome can be broadly predicted and managed upfront…
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Field Underwriting Engagement And Skills: Part 2
The work and skill involved in successfully and efficiently completing a robust life insurance application and personal statement with and for a client and subsequently navigating the insurer’s underwriting processes takes experience and more than a bit of nous — but every adviser has to start somewhere and even an experienced adviser can improve those skills. This article addresses the application completion and the period of insurer underwriting thereafter. It discusses three choices as to the completion methodology…
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Figuring The Features Of Trauma Insurance
Have you ever stopped to analyse just how all the features of trauma - 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.
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For Clients The Devil Is In The Detail
Some commonly neglected issues in client education on life risk insurance are examined here. This is a useful checklist for areas clients are confused about and which we have a responsibility to help them with and to manage their expectations.
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Getting Over The Application Hurdle
The completion of the insurance application form, including the personal statement, is a challenge to human patience, tact and diplomacy. There are ways to properly manage the client's expectations and ease the pain for everybody.
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Getting Too Comfortable With Gaps In Life Insurance
Advisers are so familiar with the waiting period and the 75% limit on benefits in income protection that they are in danger of forgetting to properly advise clients about the effects of these on their potential claims outcomes.
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Healing The Trauma Of Underinsurance
This article formed the core of a feature on the issues with and reasons for underinsurance in the trauma space. It discusses the difficulties of writing trauma and reasons it is not as extensively sold as it should be.
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Insurance Contracts Act 1984
Updated July 2016 (latest Issue) This is a compilation of the Insurance Contracts Act 1984 that shows the text of the law as amended and in force on 1 July 2016 (the compilation date). The notes at the end of this compilation (the endnotes) include information about amending laws and the amendment history of provisions of the compiled law.
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It Will Eventually End In Tears
It seems many licensees are now unquestioningly signing off on insurance-in-super strategies, but it will come back to bite them and some clients - guaranteed. The pros and cons must be understood by advisers - a tax deduction alone is a very dangerous basis for this advice.
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LIF Act 2017
Corporations Amendment (Life Insurance Remuneration Arrangements) Act 2017 An Act to amend the law in relation to financial products that relate to insurance, and for related purposes. The Bill aims to improve the quality of advice in the sale of life insurance by removing the current life insurance risk product exemptions from the FoFA conflicted remuneration ban, including new more limited exemptions and limiting the amount of upfront commissions that financial advice providers may accept and retain. The reforms below will commence on 1 January 2018.
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Life And Super: The Real Story
Sometimes writing life cover into superannuation can be the worst outcome for a client - sometimes it is exactly the right thing. Advisers need to be fully armed with knowledge of the implications of trustee involvement.
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Life Insurance Act 1995
This is a compilation of the Life Insurance Act 1995 that shows the text of the law as amended and in force on 1 March 2017 (the compilation date). The notes at the end of this compilation (the endnotes) include information about amending laws and the amendment history of provisions of the compiled law.
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Life Insurance Code of Practice (Australia)
The Code is the Australian life insurance industry’s commitment to mandatory customer service standards. It has been voluntarily developed by the life insurance industry through the Financial Services Council of Australia.
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Making Trauma Calculation A Breeze
How to reach a reasonable, tailored recommendation for trauma insurance is always a challenge. Here is a series of practical steps for actually calculating a realistic sum insured that the client can own and engage in.
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Managing The Positioning Of Direct Life Insurance
Learning objectives (0.5 CPD) After reading this article you should be able to: › Identify the perceptions and facts around direct insurance products › Discuss the key structural differences between direct and retail insurance products › Explain how an adviser can manage a client’s insurance expectations.
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Marrying TPD and Income Protection
It's important to understand the implications of pairing up short term income protection cover with TPD cover, if only to avoid an old advising habit which is still evident today but is fraught with danger for client and adviser.
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Maximising The Value Of The Authority To Proceed
When acting for a new client in the retail financial advice arena, an authority to proceed (ATP) and the signatures required during the final stage of the engagement process typically form part of the statement of advice (SOA). In effect, this stage has become even more critical under the FoFA reforms, which target clear communication about what is, and is not, included in the scope of the advice delivered. The ATP is also the critical point in time when the adviser “locks the client in”, ideally for life. Yet for most advisers, this section of the SOA is seen as a compliance requirement and nothing more — it’s simply permission to transact, and it’s a disappointment when the client typically elects for something less than a recommended action.
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Mental Illness and TPD - Take Home Messages
Short 1-pager of take home messages by Dr Nick Glozier (Independent Psychiatric Consultant). Dr Nick is one of Australia's most highly qualified psychiatric consultants to industry and government and has an international reputation in the field of mental health and work related disability. Some very useful bullet points to absorb.
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Navigating Superannuation Death Claims
The incidence and amount of death cover in superannuation funds will continue to grow, propelled by the MySuper legislation entrenching itself into our clients’ lives since 2013. Advisers will be formulating advice on topping up the superannuation death cover and whether this top-up should be via superannuation, too, or owned in an ordinary policy environment. The effect on both claims payment timing and on the distribution of the funds released from the death benefits held in superannuation need to be carefully considered within any strategy, along with consideration of the number and nature of the potential beneficiaries in the client family ‘sphere’ and the need for immediate cash at the time of death.
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Nobody’s Perfect: The Valuable Lessons In The Mistakes We Make
The best lessons we can learn are often from others' mistakes and it isn't common that we can gain insights into customer complaints unless they go to the Financial Ombudsman Service (FOS) . Here we can...we have kindly been provided with some useful real-world case studies for you to learn from.
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Parental Income Replacement For Children’s Illnesses
The title of this article should be ‘‘Child trauma insurance: its uses and importance’’, however, it seems that the words ‘‘child’’ and ‘‘insurance’’ in the same sentence causes some advisers to switch off for fear of acknowledging what is wrongfully seen as an immoral or manipulative concept. This perception has gained much traction and needs to be reversed. Child trauma insurance payouts have already served as the mainstay of many families, at a time when all the parents wanted to do was be with their child 24 hours/7 days, while maintaining a secure family household and keeping day-to-day living as normal as possible for the other family members. It is simply impossible to do this, pay the medical costs and earn a living at the same time.
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Partial Disability Benefits In Income Protection
Details the way a partial benefit is determined, calculated and paid; the way the industry has catered for the effects of inflation on a partial claim over time; and explains the key role a partial disability benefit plays in a claim. Includes our 'In Practice' how-to-guide on the best use of implementing the learnings of this article in your practice.
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Paying The High Price Of Complacency
The proper, considered management of the claims process by the adviser when the claim first manifests is crucial so as not to jeopardise the client's circumstances should the claim linger on. This case study is an education for every adviser.
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Planning For Life After Death
Advisers should remember that estate planning is not just for the rich. The fact finding and needs analysis processes can only lead to the right result for clients if the policy ownership is also addressed carefully and correctly for the client's situation.
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Practising What We Preach - 10 Important Lessons
A series of learning points arose from Sue's own experience of an income protection claim. She has shared them here - most serve as a reminder of some of the issues we tend to allow to fade at times in the face of more topical matters.
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Replacement Policy Advice For Risk Insurance
Listing any benefits a client will not enjoy under a new risk policy; identifying the effect of those lost benefits and other consequences of replacement; and choosing when not to replace a policy are all looked at here. On replacing a risk policy with another risk policy there must be clear facts provided to the client describing the effects of that replacement.
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Risk Insurance Fact Finding
Risk management requires detailed checklists of what to ask, if it's going to cover wealth protection issues. How to ask about how financial needs will be affected by a critical situation is a skill in itself. Formal processes will help keep on track. *See Video Library for the video relating to this article.
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Risk Policies, A Little Easier With A Little Background Knowledge
Fundamental to life risk insurance is the concept of non-cancellable. This and related concepts such as the need for stringent underwriting and Duty of Disclosure are described, so that clients can be helped to understand these basic tenets.
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Risks of Self Insurance
The need for a balance of investment issues and risk management and insurance issues will apply to many financial planning clients. If an adviser is not skilled, could their risks be not seen as crucial - will they end up self-insuring as a result? Use this article to engage your clients in the risks for them of self-insuring.
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Safety Nets Behind Life Insurance - Life Insurance Act (1995) In Plain English
A plain English description of consumer legislation you can use to reassure your clients with. A more detailed examination of statutory fund protection and reinsurance mechanisms than was provided in the marketing articles "Policyholder protection" and "Sharing the risk around". Comes with our 'How to' guide. Combine them all for solid learning!
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Six Risk Insurance Conversation Topics
Our guest contributor and industry consultant, Col Fullagar, lists six interesting conversation topics about life risk insurance (principally income protection, trauma, TPD and duty to disclose) which could no doubt create passionate discussion but more importantly should be considered by ALL practicing advisers on the potential issues that can arise for them and their clients. Actually a great learning piece!
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Some Home Truths For Risk Advisers
There is always room for improvement in the risk advice space. One should never-ever stop learning and absorbing knowledge. Sue Laing provides some useful guidance on: estate planning facilitation; insurance in super; why trauma for the secondary breadwinner?; claims case studies; having process; and handling death. A must-read article for advisers new and experienced.
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Specified Benefits In Income Protection
Second in a 3 part series, this delves into all aspects of the Specified Illness and Specified Injury benefits (generic names) commonly offered on income protection (IP) policies. They are one of the most valuable categories of the ancillary benefits - see why.
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The Merits Of Proper File Noting In Insurance Advice
1.25 CPD Points:- Most advisers know what a file note is and why they are necessary, and probably consider they fulfil file note requirements adequately. However, the life insurance advice industry (and the investment advising fraternity too) have possibly come to think of file notes in the narrow context of a compliance requirement. It is well worth revisiting the concept of the file noting regime in both insurance advice and insurance application scenarios, and honing any practices accordingly The what, why, when, who and how, and the how‐far‐does‐one‐go? Moreover, there are many instances where file noting was critical, or contributed to, the “right” dispute outcome.
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The Secrets of Succession
Debunking the myths that seem to keep advisers away from the all-important advice area of business succession planning and insurances. There is so much hype that is simply not true so these are all examined one-by-one.
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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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Towards The Risk Finishing Line
Preparing yourself and the client as best you can for all of the 'post-sale' processes. By managing their expectations and by ensuring you are well organised, this time-consuming step can be rendered relatively pain-free. Also includes our 'How to use' guide.
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TPD vs Trauma Insured Events - Why Offer Both?
Our guest contributor and industry consultant, Col Fullagar, lists some examples of sicknesses or injuries which could lead to the insured being eligible for a TPD benefit payment, but which are not necessarily covered under a trauma insurance contract.
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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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Trauma - A Business Insurance Necessity - Part 1
Trauma benefits can play a significant role in business risk management outcomes and, statistically, a trauma claim is more likely across most business owners’ age groups, than a death claim. However, many advisers have struggled to get a handle on where trauma can fit within a business succession funding package. This is a detailed 8-page article inc case study examples, focusing on the buy/sell issues. [See Part 2 for key person and debt protection issues.]
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Trauma In Key Person & Debt Protection Cover - Part 2
This article discusses the use of trauma in the other side of business succession planning: key person and debt protection. In addition the taxation of premiums and benefits in these scenarios is described as well as policy ownership options and rationale. This is a detailed 10-page article.
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Trauma versus Income Protection
Neither product is a risk solution on its own (if the client is insurable for both). How they link together and how to assist the client to juggle the need for one against the other if they can't afford enough of both combined. *See Video Library for the video relating to this article. Also includes our 'How to use guide'.
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Underinsurance Findings In Super Funds - AIST
The Australian Institute of Superannuation Trustees, AIST, has released the findings of a survey of super fund members' insurance levels. The media release alone, provided for you here, contains a great deal of information and is a great tool for talking to clients about the need to manage their total needs, including top-up of a range of covers.
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Underwriting Uncovered - Diabetes
A detailed description of this all-too-common condition and the difficulties of underwriting clients with diabetes; what the different types are; what to expect in the underwriting process and what the outcomes might be.
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Underwriting Uncovered - Epilepsy
A detailed description of this common condition and what to expect in the underwriting process for clients with epilepsy and what the outcomes might be.
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Underwriting Uncovered - Improving PMAR Turnaround Times
Some tips on driving PMARs (medical evidence) to completion and how to work in concert with, not counter to, the efforts of the medical follow-up services that insurers use.
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Underwriting Uncovered - Inflammatory Bowel Disorders
There are two main types of inflammatory bowel disease – Crohn’s disease and Ulcerative Colitis. This is an overview of the confusing range of these common disorders which will help you to manage your 'field' underwriting when you encounter these, and the subsequent insurer underwriting.
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Underwriting Uncovered - Inflammatory Joint Disease
What the key arthritic conditions are and the implications for underwriting; what to expect as an acceptance outcome. Arthritis is the painful inflammation of joints. Arthritis may also reflect an autoimmune process as is seen in Rheumatoid Arthritis, SLE, Ankylosing Spondylitis, Reiters Syndrome and Psoriatic Arthritis.
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Webinar Transcript: Nomination Of Beneficiaries
This is the unedited transcript of Peter Bobbin from Argyle Lawyers (formally The Argyle Partnership) excellent talk on everything you always wanted to know about nomination of beneficiaries but were afraid to ask! See also the video, the slide presentation and the MP3 audio version.
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Webinar Transcript: Trauma In Business Insurance
Matt Burgess formally of McCullough Robertson Lawyers presents 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. This session 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 slide presentation and the MP3 audio version.
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Work Out The ‘What-Ifs’ for Life Risk Insurance
A simple breakdown of the principles of needs analysis and the apparently difficult task of reaching a conclusion on recommended sums insured. Systematically works through the steps to a robust outcome. Also comes with our 'In Practice' how to use this learning in your business guide.
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Your Role In Client Claims From Day One
A critical moment at which the life risk adviser’s role is truly tested is claim time. Yet many advisers only deal with the event – death, illness or injury – when it happens rather than before. Life risk advisers need to focus on helping the client and their family or business prepare for the claim, the claims process and what that will be like when and if the time comes... This article explains how to.
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