Giving you the right track to run on

  • CHRISISM #44 - The Miracle Product

    According to the Collins English Dictionary, if you say that something is a miracle, you mean that it is “very surprising and unexpected”. I believe that Trauma Cover puts a bigger tick in these two boxes than any of the other personal protection products we have to offer our clients.

  • CHRISISM #43 - Trimming the Platinum Package

    As those of you who have been to my Risk Workshop will know, the types and levels of cover that I would be recommending to my client up front are called "The Platinum Package", and typically this would not be affordable for the majority of clients. The process of trimming the platinum package to accommodate the client’s budget will therefore usually be one of the 12 steps of my initial advice process.

  • CHRISISM #42 - Your Role In The Underwriting Process

    Do you ever get the feeling that underwriters don’t want the business any more, that there is no longer such a thing as a cleanskin and you spend an awful lot of time selling loadings and exclusions? If so, read on to find out how you can turn all of these into an opportunity to create a quality experience for your client!

  • CHRISISM #41 - Child Trauma Cover - An Absolute Must

    If you are not currently making sure that all eligible children are covered with Child Trauma Cover on their parent’s adult trauma policy, then you need to read on and rectify this situation.

  • CHRISISM #40 - The Policy Explanation Meeting

    Do you have a face to face meeting with every new client once the policy documents have been issued? If not, then you may want to read on to check out the commercial value of this meeting.

  • CHRISISM #39 - Client Meetings One Hour Max

    What would be the average duration of your initial client meeting? If the answer is typically much more than one hour, then there are some home truths you need to be aware of..

  • CHRISISM #38 - Risk Adviser v Investment Adviser

    Unlike a lot of views I have read recently, I believe the opportunity for a specialist risk adviser (especially a younger one) has never been better than it is right now and will continue to be moving forward.

  • CHRISISM #37 - Who's Doing Who The Favour?

    How often do financial advisers (especially newer ones) think that someone is doing them a favour by becoming a client? It is this very mindset that puts advisers on the back foot from the very start of a client engagement process.

  • CHRISISM #36 - Prepositioning Referrals

    The large majority of advisers would substantially improve the number of referrals they get from new clients if they simply disciplined themselves to ask every new client for referrals at the conclusion of initial business. However, I believe we can improve our results in this area even more by putting just a couple of building blocks in place during the initial advice process.

  • CHRISISM #35 - The Tunnel Analogy

    An analogy that was introduced to me a long time ago which I found quite useful at times was that the sales process is like standing at the beginning of a long tunnel with your prospect and, when you look down the tunnel, you can see a tiny circle of light at the end and all along the way there are doors on either side all of which are open.

  • CHRISISM #34 - Helping Prospects Become Clients

    Have you ever had a really good prospect (or just a prospect for that matter!) who you know could and should have become your client, but for some reason remained a prospect for someone else? If so, did you ask yourself what were the things that you didn’t do to help that prospect come on board as your client?

  • CHRISISM #33 - Stepped vs Level Premium Trauma Cover

    Are you still recommending stepped premium Trauma Cover to your clients? I was too – until my lightbulb moment in 2007. To find out what my lightbulb moment was, read on..

  • CHRISISM #32 - Prospecting For Gold

    What constitutes gold in your business? Would it by any chance be quality clients? If so, are you prospecting for gold in the most efficient manner? To find out, read on.

  • CHRISISM #31 - Intergenerational Advice

    Have you ever heard an adviser say something along the lines of "Well, insurance is not really relevant for most of my clients, because most of them are pre or post retirees". If you have - or if you've even said something similar yourself, then read on...

  • CHRISISM #30 - The Platinum Package

    Have you kicked a “needs analysis” into touch and replaced it with a “wants analysis” yet? If so, then it’s time to embrace the concept of “The Platinum Package”

  • CHRISISM #29 - The Until Philosophy

    Have you ever expended time and effort agonising over whether you should persist with a potential client who is messing you around and procrastinating time after time? Do you want the solution?

  • CHRISISM #28 - The Importance of Attitude

    There are 5 component parts to the “Cycle of Success”, namely Activity, Appointments, Sales, Enjoying Life and the Right Attitude and all are essential pieces of the jigsaw, but only one of the component parts acts as the catalyst for all the others and without which the whole cycle breaks down. Do you know which one it is?

  • CHRISISM #27 - The Importance of Purpose

    "It's just as hard to get somewhere if you don’t know where you're going as it is to come back from somewhere you've never been!"

  • CHRISISM #26 - Have You Ever Lost Business That Was There For The Taking?

    Let’s face it - pretty much every time you pick up the phone to make an appointment and certainly every time you sit down with someone for a first meeting, the business is there for the taking. So what are the most common reasons why business doesn’t happen when it could and should? Read on to find out...

  • CHRISISM #25 - Waterproofing the Business at the Point of Sale

    Have you ever had new business not complete due to the client getting “cold feet” and would you rather it didn’t happen again?

  • CHRISISM #24 - Keep It Simple, Stupid

    Have you ever failed to do business that you could and should have done? What do you think the most common reason for this is?

  • CHRISISM #23 - Your Primary Role

     Call yourself an adviser? You might want to think again..

  • CHRISISM #22 - Hosting A Chat Show

    Have you ever been guilty of talking too much at a first client meeting? If so, take a slap on the wrist and read on!

  • CHRISISM #21 - Annual Premiums vs Monthly Premiums

    Do you recommend your clients pay predominantly monthly or annual protection premiums? If the answer is monthly, then you may want to read on if you want to fulfil your “best interest of client” duty and demonstrate value to your clients.

  • CHRISISM #20 - Regularity & Continuity of Service

    Generally speaking, what do you think are the most common things that people fear they are not going to get from a financial adviser? I believe they are regularity and continuity of service, so we need to reassure them on both these counts at the earliest opportunity.

  • CHRISISM #19 - Life Insurance vs General Insurance

    Do you ever get the feeling that most people tend to lump anything called "insurance" into the one basket? I believe it is absolutely crucial that you establish certain points of differentiation between Life Insurance and General Insurance right from the outset so as to avoid some really damaging misconceptions on the part of your client.

  • CHRISISM #18 - Is Trauma Cover Just For Old People That Get Sick?

    Do any of you struggle to sell Trauma Cover to the under 40s because of the perception that Trauma Cover is for old people that get sick and then you struggle to sell Trauma Cover to the over 40s because it’s too expensive? Read on..

  • CHRISISM #17 - Trauma / TPD Cover Keeping It Simple

    When Trauma Cover became a new addition to our personal protection product suite back in the early 1990s, it opened the door to potential confusion on the part of clients and advisers as to the need for Trauma Cover AND TPD, and it became crucial to understand why both products are essential components of a client's personal protection package.

  • CHRISISM #16 - Are You a Qualified Crystal Ball Gazer?

    Have you ever wondered how appropriate it is to make a recommendation to a client when what may or may not happen to that client is unknown and therefore predicting what will be required is nothing more than conjecture?

  • CHRISISM #15 - Positioning Protection With a Wealth Creator Client

    Have you ever implemented capital accumulation investment strategies for a client before (or even worse without) making sure they had an appropriate personal protection package in place?

    If so, then you need a couple of client engagement tools that will ensure that you never do things in the wrong order again!

  • CHRISISM #14 - The Irresistible Combination

     Can you motivate your clients to want as much Trauma Cover as they can reasonable afford and to want to own it for as long as possible?
    If not, would you like to know how to? Then read on……

  • CHRISISM #13 - Red Lights / Green Lights

     Have you ever likened the sales process to driving down a long straight road where the only potential hazards are traffic lights?

  • CHRISISM #12 - Waterproofing Appointments

    Have you ever made an initial appointment with a potential client who you never got to meet?
    If so, then maybe you should make sure that you are waterproofing the appointment before you hang up.

  • CHRISISM #11 - The Importance of Visualisation

    Whether it be a personal protection package or investment strategies, financial planning is common sense not rocket science, right? To understand the difference, read on..

  • CHRISISM #10 - Standing Up On The Phone

    When speaking with clients on the phone, are you sitting down or standing up?

    When calling a potential client to set up a first meeting, are you sitting down or standing up?

    If you don’t think it makes any difference to the result of the call whether you are sitting down or standing up, then you need to read this article.

  • CHRISISM #9 - Needs Analysis vs Wants Analysis

    Do you get more enjoyment out of talking about what you want or what you need? And do you think it’s any different for your clients? I don’t know of anyone who is more motivated by their needs than their wants.


    Why is it therefore that you continually deprive your clients of the opportunity to derive greater enjoyment out of coming on board as a client?

  • CHRISISM #8 - The Importance of Terminology

    Have you ever found yourself engaging with a potential client and imparting what you believe to be really important and valuable messages, but for some reason it doesn’t seem to be resonating with them and business that was there for the taking simply doesn’t eventuate?

    It struck me quite recently that one of the most common reasons why business doesn’t happen when it could and should is because of the terminology the adviser is using, which is creating a negative perception on the part of the client, thereby giving them an escape route.

  • CHRISISM #7 - Professionals Practice - Amateurs Ad Lib

    Are you 'winging it' with clients? When you meet a potential client for the first time, do you go into that meeting with a high predictability of outcome or do you just keep your fingers crossed and hope it pans out the way you want? The difference between the two will be your level of preparedness.

  • CHRISISM #6 - Removing The Fear Of The Unknown

    When someone meets you for the first time in a business context, they will always have a degree of anxiety in their head. This will be caused by their fear of the unknown. How do you deal with this and how do you put these people at ease and help them relax?

  • CHRISISM #5 - P Plater Protection

    Do your kids or your clients’ kids have P Plater Protection? Do you or they even know such a form of protection exists?

    As we move towards the Christmas holiday season when car accidents involving P Plate drivers seem to escalate alarmingly, wouldn’t it be a good idea to cover them specifically for the most common injuries sustained in car accidents?

  • CHRISISM #4 - Job vs Opportunity

    If you are a financial adviser and you think you have a great job - think again! There are no jobs in financial advice; only great opportunities.

    Do you appreciate the difference between a job and an opportunity? Go to my latest CHRISISM to find out the key distinction between a job and an opportunity.

  • CHRISISM #3 - Knowledge is Power (as long as you don't share it!)

    How often have you told yourself (especially when you were newer in the industry) "If only I had more knowledge, I'd be killing it"?

    The problem with this is that having more knowledge can be a distinct advantage, but it can also work against you — depending on how you use that knowledge. Indeed you can even use your lack of knowledge as a positive client relationship building tool.

  • CHRISISM #2 - Failure Cannot Live With Persistence

    There has certainly been no shortage of opinions put forward over the years on how to be successful as a financial adviser and indeed the large majority of the ideas put forward will undoubtedly contribute to your success.

    However, I believe that the opportunity we have as financial advisers is unique in that it only requires us to do one thing and one thing only to guarantee our success!

  • CHRISISM #1 - Overcoming The Price Barrier

    How much resistance would you get from your clients to owning appropriate levels of personal protection if to do so cost them nothing?!

    How would you like to look forward to your client asking you the question:

    "This all looks great, but how much is it all going to cost?”

    I have been using a simple engagement tool for the last 15 years which has dramatically lowered the bar when overcoming the price barrier.

    It involves 3 simple questions at the Fact Find stage of the process and then running with one client friendly concept throughout the rest of the initial advice process.