Create better client outcomes with practical tools and skills. Learn what it takes to build long-term relationships and loyal advocates.
Learn what it takes to put clients at the centre of your business. In the Client Zone, you’ll discover the secrets of successful client engagement and retention, by better understanding their needs and expectations and rethinking your communication.
Advice
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| The Future of Risk Advice - Premium volatility and sustainability |
In the current environment of uncertainty, premium volatility and sustainability of risk insurance products, particularly Income Protection with losses in excess of $3 billion over the past 5 years. The proposed APRA income protection changes will have a significant impact on future products and Risk advice. In this session Mark Neil, Risk Strategy Specialist at OnePath and Zurich guides you through the proposed changes and ways to find the right balance between complying with best interest duties, responding to client affordability and sustainability concerns and placing clients in a "better position". |
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| How to sell when you hate Sales | We all know the advice industry started as product sales. High pressure sales tactics were used and people often ended up buying terrible products. As a result sales and sales training became a dirty word. The problem wasn’t sales. The problem was what they were selling was terrible. Sales skills are so important because without them it’s difficult to motivate people to take action and to take your advice. You can end up wasting time and money on marketing only to have people fall over in the interview stage. You blame the prospect because “they couldn’t afford to pay for advice”. The truth is you just didn’t articulate the value clearly – you didn’t sell. Join Adele Martin as she covers the keys to her sales success. |
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Behavioural Finance
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Synopsis |
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| Unpacking Clarity: Insights into Customer Attitudes towards Life Insurance |
Join us as we unpack OnePath's newest education Initiative, Clarity. In this session David Semaan, National Manager for Customer Engagement explores customer and adviser sentiment in the insurance industry. He will identify current challenges that insurers and advisers face in engaging with their clients and how the Clarity initiative supports the engagement and retention of clients. | Watch now |
| Using Behavioural Science in Practice |
Behavioural science is increasing in prominence and popularity as a scientifically proven method of explaining the irrational, but often predictable, way people make decisions. This session moves away from pure theory, and explores the practical ways of applying the science into real examples relevant to financial advice and insurance. Hear from David Semaan, Head of New Digital Propositions about the principles and techniques to apply to get cut-through with your communications and drive the right behaviours and choices, and see practical examples of Zurich/OnePath applying behavioural science techniques to “behaviourally optimize” customer communications, and how advisers can apply the same techniques. |
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| Understanding Behavioural finance biases - $100 today or $105 tomorrow | Mark Neil, Risk Strategy Specialist at Zurich/OnePath will explore the most common cognitive biases that affect people's decision making. In this session, you will learn why people prefer to make no decision at all, why people put things off for the future and why we feel loss twice as much as a gain. | Watch now |
| Foundations of Behavioural Finance - Why Easy to pronounce stocks are more attractive and other financial decisions that don't make sense | Mark Neil, Risk Strategy Specialist at Zurich/OnePath, returns for our second look into the world of Behavioural Finance. During this session, you'll learn about the most common cognitive biases that affect people's decision making. Learn why people prefer to make no decision at all, why people put things off for the future and why we feel loss twice as much as a gain. | Watch now |
Client Engagement
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Synopsis |
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| Rethinking the Annual Review |
Annual reviews are often considered by many as a stock standard operation that can be tedious for advisers and clients alike. This session provides a practical guide on how to use annual review time to not only manage compliance obligations, but to create opportunities for client engagement and retention, by relooking at it with a marketing and client lens. We will be using the Think/Feel/Do framework and applying it to the annual review process to help you maximise these opportunities. |
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| Amplify your Experience | A thought leader is someone whose views on a subject are taken to be authoritative and influential. You may be an expert in your field, but are you doing everything you can to expand your client reach and be a true thought leader? This session explores how to amplify your expertise through content marketing. We look at examples of people that have used thoughtful content to expand their reach and develop their personal brand. This session provides you with the tools that will help you put yourself on the right path to becoming a thought leader. |
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| Effective Communication | Effective communication is more than just relaying information across to an intended recipient, in the hopes that it is well received and effective. This session reveals the game changing nature of communication in business and challenges traditional mindsets on client communications. We explore the opportunities that come with effective communication, and provide practical steps on achieving it in your business. |
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| Creating Raving Fans | Great client experience is the catalyst to competitive advantage, with even the most loyal clients shifting their business based on how companies engage with them. This session explores what’s changing in the advice experience as well as the impact of technology in automating client engagement. You’ll be stepping into your client’s shoes as you map out the client journey of your advice process and look at steps for improvement from planning through to execution. |
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| Know Thy Client | How well do you know your clients? And how much of an impact does that knowledge have on your business? In this session we provide examples of areas where market research can be valuable to the client lifecycle, and give some practical tips on how to seamlessly integrate the market research process into the way you conduct business with your clients. We will look at industry relevant case studies for examples of how the right information can be used to improve business decisions, improve your relationship and business with your clients. |
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| Selling from Webinars | Join Adele Martin, Founder of FIrefly Wealth as she guides us through the ins and outs of selling via webinars. This session offers a balanced approach to attracting new clients, and having the right technology needed to teach financial planning concepts and sell products in a virtual world. | Watch now |
| Facebook Groups - Free & Paid | Join Adele Martin from Money Mentor as she guides you through the ins and outs of facebook groups and how you can utilise them to build online communities, house support resources and boost your engagement with your clients. Adele will explore how using Facebook groups can strengthen the relationship you have with your clients and give them added value through their engagement with your page. | Watch now |
| Supporting Vulnerable Clients | There will be times when clients go through challenging stages in their lives, and as an adviser you may be called on to support. Whether this is due to physical, economic, social or emotional reasons this session aims to equip you with the skills to be able to identify vulnerability and provides some tips on how to best support your clients through these periods. Supporting Vulnerable Clients is presented by OnePath’s Wellness and Rehabilitation Manager Alicia Gibbs and Consultative psychologist Anthea Hickey. |
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| Customer and Adviser Insights | Join Jacqui Lennon, Head of Retail as she unpacks the changing face of the customer. This session will deliver best practice insights as we delve into customer expectations of advice amidst the rising cost of living crisis in Australia and the important role the advice community can play in overcoming fear when dealing with a crisis. | Watch now |
Practice Management
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Synopsis |
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| Multiply Time by Packaging your Intellectual property |
How does Michelle Bridges train 200K+ people? She packaged up her IP and created a course or program. In this session, Adele will show you how she built an online program that clients could buy from her website. This course was for people that maybe couldn’t afford to see her one-on-one or who didn’t want to commit to an adviser just yet. Adele has saved hundreds of hours by having an online course and has made her business more profitable and saleable. |
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