16 Sep Your clients don’t underestimate you – do you?
During a busy week in the East Coast I reflected here on the habit of many advisers of undervaluing themselves...
25 Aug What impact will the new Life Insurance Framework have on your business?
Posted at 14:01h
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Unless you’ve been under a rock, you’ll be aware that there are significant changes coming very soon (January 1st) to the life insurance industry - changes that will have a very real and immediate impact on advice businesses. I have recently finished a series of workshops around Australia, talking with advisers about what the new life insurance framework will mean to their business.
05 Dec Pricing insurance advice post-FoFA
For advisers providing advice on insurance, it has traditionally been difficult to price that advice. While commissions largely remain post-FoFA, they are banned on some types of personal insurance. In my revised edition of Pricing Advice, I have devoted a much larger chapter to this area. An excerpt from this chapter has run in this month's edition of RiskInfo, which you can read here, and it is also reproduced below...
06 Jun Do you have your pricing right?
We are often asked by advisers to take a look at their pricing model and let them know if they “have it right”. This begs the question, “is there such a thing as the right pricing model?” The answer is “yes”, although what is the “right” model will vary for every firm. So here is a list of questions to ask yourself when considering whether or not you have got your pricing right:
16 Oct Is your pricing symbiotic or parasitic?
Not too long ago an adviser posed me an interesting challenge. “All this pricing work you do”, she said plainly, “Be honest. It’s just about coaching us to charge as much as we can get away with, isn’t it?” Great question, and absolutely not.