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Articles tagged with 'Russell Hutchinson'

As Fred Dagg said: We don’t know how lucky we are

4 November 2019 - If you think the new Code of Conduct for financial advisers in New Zealand is bad, go and have a read of the Australian version.

What to do, what to do …

8 October 2019 - Although compliance with the Financial Advice Code should be a given there are some missing pieces from the puzzle of compliance under the new regime.

The growing but slowing market for insurance

16 September 2019 - This market is a good one, and I am a perennial optimist for both financial services in general and insurance financial advice in particular.

Working out the value of your business

26 August 2019 - [FOR ADVISERS IN HAMILTON and TAURANGA] Have you wondered what your business or your client bank are worth? Have you ever had external stakeholders, whether it’s the bank, an accountant or potential investors struggle to understand the value of your business or your renewal income?

Old school digital advice failed advisers, but there are new options emerging

26 August 2019 - So far most attempts by advisers to increase sales online have failed. It’s worth wondering why that is, and whether there is scope for change.

Chicken Little and the falling sky

12 August 2019 - It’s been said to me before, J-P how about looking at the glass being half full? Funny thing is the human brain is naturally a bit pessimistic, 60/40% if the studies I’ve read on the subject are right.

How junk is junk insurance and why should you care?

1 August 2019 - Recent articles headed “junk insurance” could be seen as the broad brush of journalism splattering tar on all insurance. Could we instead treat it as an opportunity to talk about quality? 

The pace of change, and why it’s important

15 July 2019 - What’s the most interesting thing an insurer has done in the last few months?

Insurers rethink agreements

10 July 2019 - Advisers should expect to see their agreements with most insurers rewritten over the near future, one insurance commentator has warned.

Here's how to boost your business value

10 July 2019 - A broader income mix is helping to bolster the value of advice businesses.

Can you spot the single-issue fanatics?

1 July 2019 - A couple I know, both friends that I love dearly, argue at times. One calls the other a ‘single-issue fanatic’. Both admit this could be code for ‘nagging’. Some advocates are like that about commission. 

Here's why you haven't seen many CEOs and senior execs recently

30 May 2019 - Russell Hutchinson outlines many of the issues insurance companies have their heads buried in at the moment, and why advisers haven't been seeing many of the industry leaders out and about.

Givealittle no competition for insurance

29 May 2019 - Fundraising sites are more likely to serve as a reminder of the importance of insurance than to take its place, local industry commentators say.

Odd priorities – and how some are resolved

13 May 2019 - Life is full of risks and one cannot manage them all. Most risks have financial consequences, and it is the money-part of the problem that we can best manage too, but it is worthwhile remembering that while money is the currency of our interactions with the world, it isn’t an end in itself.

The many different kinds of financial adviser

26 April 2019 - Sometimes, the principle of mediocrity seems to rule supreme, while at others, the incredible diversity of financial advice surprises.

Insurers call for replacement business rules in code

15 April 2019 - Insurance firms and other commentators asked for more rules around replacement business and the ongoing servicing of clients to be included in the industry’s new code of conduct.

The market for adviser businesses

9 April 2019 - Strong buyer interest in adviser business in general, and specifically life insurance client bases, has been a growing feature of our market segment for the last twenty years.

Insurers' requirement to assess suitability may change adviser landscape

9 April 2019 - Pressure is going on insurers to ensure that their products are suitable for clients, and it could mean changes for advisers.

How to complain

25 March 2019 - There is much to complain about, I mean it. There is bad advice, bad behaviour, bad advertising, and sometimes, outright fraud. No wonder you want to complain.

A question of culture

11 March 2019 - The problems of breaking out of a current worldview were exemplified in a series of comments on a Good Returns article recently. Two industry stalwarts had proposed a new approach to commission.

Rethinking adviser remuneration

26 February 2019 - In a tiny business, the difference between how the business earns revenue, and how the adviser gets paid isn’t really very relevant.

How you get paid

11 February 2019 - There are two sides of the coin when considering the possible effect of commission and incentives on advice when you run an advice business. This article is about how you get paid, the next will be about how you pay your advisers.

Conduct, culture, and commission

1 February 2019 - The conduct and culture report published by the FMA and RBNZ recently was meant to be all about insurers, but a significant consequence will be felt by advisers.

Pipeline of new advisers could be stopped

1 February 2019 - A crackdown on high upfront insurance commissions could cut off the number of new advisers coming into financial services, it has been warned.

Planning fallacies – the pushy little trend

15 January 2019 - Just because everyone else is doing it, doesn’t mean you have to.

How big a problem is insurance fraud?

10 December 2018 - I don’t mean accidental non-disclosure, and I don’t mean accidental declines. Mistakes happen. What I am worried about is real fraud.

Good news, four million lives saved

26 November 2018 - Good news, since 1994 the global rate of suicide has dropped 38%. That saved four million lives – more than ten times the number that died in combat since then.

Conduct, consumers, advisers, and insurers

29 October 2018 - What links these forces?

How much trauma cover?

15 October 2018 - The question of how much trauma cover is ideal remains vexed.

They think they know how

2 October 2018 - Why do some people go online and suddenly think that they are proficient in managing their own insurance?

Societal change and changing financial services

18 September 2018 - Demographic and societal change should be the easiest change to respond to

Record keeping and all that

3 September 2018 - What’s all the fuss about record keeping and all that? There’s one school of thought that runs, in effect, that it’s the advice that counts – not the file.

Insurance conduct regulation's missing piece

29 August 2018 - More oversight is needed of insurance companies’ conduct, to fill a gap in regulation of the New Zealand market, one commentator says.

Financial planning should be the natural friend of good insurance coverage

20 August 2018 - Sooner or later, reduced liabilities and increased capital must replace insurance.

Wearable devices: The promise and the reality for insurance

8 August 2018 - Wearable devices, like Fitbit watches, are becoming more and more popular, and insurers are interested in the data they collect.

Clients wait longer for income payouts

24 July 2018 - Cost pressures are prompting increasing number of clients to take longer wait periods on their income-protection cover.

Selling a bit less than ideal

23 July 2018 - In a household with two adults working and a couple of children, plus the uncomfortable presence of a large mortgage snuggling up next to them every time they hit the couch of an evening, money is tight.

Did the Australian Royal Commission change everything? Or had everything changed already?

9 July 2018 - Long-run changes have a habit of creeping up on us. Gradually, society changes, but we pin the ‘big change’ on one emblematic moment.

Going digital for adviser businesses

25 June 2018 - There might be something to this internet thing...

Questions of Conduct: when does good conduct become financial advice?

11 June 2018 - Russell Hutchinson shares how bad conduct affects customers. 

Scope versus advice

26 April 2018 - People who articulate a solution are often really articulating a problem they want to solve.

Coaching your clients on how to hire a good financial adviser

6 March 2018 - Here’s a thought for your next newsletter / blog post / or LinkedIn update: write about how to hire a financial adviser.

Advisers get automation boost

15 February 2018 - A new service will automate adviser processes to streamline the provision of insurance advice.

How to run an effective approved provider list in 5 steps

12 February 2018 - Running an approved provider list isn’t exactly a compliance requirement – yet – it is good communications practice, which arguably makes it important right now.

The 10 best ways to compete with the big end of town

23 January 2018 - It is true, the big end of town has advantages – and yet third-party advisers, typically running small businesses, have done very well over the years and have a strong offer to the market.

Financial planning and insurance advice

10 January 2018 - Nigel Tate recently commented on the foundation of the new member advisory committees for FANZ that he would like to position financial planning as a distinct...

HIV, AIDS and Insurance

5 December 2017 - The fact that times change should "give hope to the poor and pause to the rich", according to one old saying.

Priorities and ideals

21 November 2017 - One celebrated robo-advice site does nothing to help the customer decide which insurance to choose when the budget crunch has to be acknowledged.

Fear and the financial plan

9 November 2017 - Fear can be a positive motivator, and insurance advisers have known that since the days when sales training consisted of different ways to ‘back the hearse up to the living room window’ – metaphorically, of course.

Are you part of someone else’s plan?

2 October 2017 - If you don't make plans yourself you will become part of somebody else's. It's an old saying but it’s true.

Zurich, AIA make play for Sovereign

18 September 2017 - [UPDATED] AIA Group and Zurich have both made a play for Commonwealth Bank's life insurance business, including Sovereign in New Zealand.

Good Returns' columnist takes out top award

11 September 2017 - The Financial Services Council and Workplace Savings handed out awards to industry leaders and funds at its conference last week. Here are all the winners.

Under-active RFAs may drop out

29 August 2017 - A large number of advisers are not working full-time and may take the chance to drop out when new advice laws kick in.

Nagging and the definition of ‘financial advice’

28 August 2017 - Once upon a time we had this corporate guru come and talk to us about teams and communications.

Sovereign for sale but who will buy?

10 August 2017 - A sale of Sovereign could be good news for customers and advisers, one industry commentator says.

Goal-based insurance planning

9 August 2017 - It still strikes me as amazing that lots and lots of home loan insurance is sold and not very much “you get to keep your home” insurance is sold.

Many advisers 'won't pass licensing hurdle'

1 August 2017 - As many as 40% of advisers may fail to receive a licence under the new regulatory regime, it has been suggested.

Pattern Matching versus Doing Maths

10 July 2017 - I cannot tell you how many different fact-finds I have seen in the last twenty years – and how rarely are they completed in full.

Unhappy Customers

26 June 2017 - Customers can be unhappy from many causes. The worst is when the claim didn’t pay. The lurching, sinking feeling when the decision is relayed to you, or the client calls.

Buying insurance cover for adult children

6 June 2017 - Should people buy their kids first insurance package?

How do we change what ‘most people know’?

23 May 2017 - A lot of what most people know is incomplete, or rubbish.

Nimble versus Big

11 May 2017 - How tough is it competing with banks for the sale of insurance? The has been a lot of growth in the bancassurance segment over the last ten years, but lately it looks like advisers have had the best of it.

Lack of data hinders good debate on disclosure rules

19 April 2017 - Should New Zealand scrap the consumer’s duty to disclose? That statement appears shocking at first, but it has a particular meaning. It doesn’t mean that it would be OK for applicants to lie on their application forms.

They don’t start out caring, making them care is our job

13 March 2017 - To protect clients from whatever future events may happen we must start with hard questions – and a polite determination to get to proper answers.

Setting trauma sums insured

25 January 2017 - Of course some advisers don’t like trauma insurance at all, but if you do include it in packages, then having a sound approach to setting the sum insured is worth thinking about.

Things we wish we could insure against over the holidays

22 December 2016 - Wouldn’t it be nice if there were some reasonably priced financial risk transference available to you for the hazards of the holidays?

It's time to shine your light

8 December 2016 - Russell Hutchinson draws inspiration from a Canadian advice business and provides some ideas about how to become a really good and busy adviser.

Start your Insuretech project now

14 November 2016 - Fintech has been one of the hottest segments in tech for a long time – because of the money.

Things we should stop doing

3 November 2016 - The “Primary Life” Concept I opened up the quote tool and it says “Primary Life” why? My colleague said ‘you need to have one life insured to act as the policy owner’. Why? Doesn’t your system allow for two owners? Or even for a trust or company to own the policy?

Advised sales get more claims paid

13 October 2016 - If you ever read the comments on articles about insurance in mainstream media, you could be forgiven for thinking that no insurer ever paid a claim.

Are things you never use worth buying?

23 September 2016 - What if you bought a product which contained features that you never used – were they still worth something?

The cost of convenience

5 September 2016 - The trend towards selling non-underwritten cover is growing.

Will insurance become redundant as things get safer?

3 August 2016 - If you look at your LinkedIn feed or type the word ‘insurance’ into Google from time to time you will come across the most persistent memes or ideas of recent times: that insurance is about to become irrelevant.

The value of insurance

11 July 2016 - I get sick of reading articles in mainstream media about premiums being higher than claims and this being considered a bad thing.

Building a new advice process – Start With A Question

28 June 2016 - Just say for a moment that one of the outcomes of the Financial Advisers Act Review is that most RFAs will have to meet the requirements of the AFA Code of Practice.

The problem with the ideal

31 May 2016 - The problem with the ideal is that it is so unrealistic.

What do you cut when something has to give?

23 May 2016 - What’s the right process for cutting cover when the client’s budget is tight?

Seven deadly sins of the policy document

18 April 2016 - Written contracts are difficult for consumers to understand, but they are vital.

Advisers help change behaviour, not just sell a product

1 April 2016 - There are several good studies which try to determine what ‘advice’ really is – meaning, how customers perceive and value advice, rather than the legal definitions which have come to dominate discussion.

When is a heart attack not a heart attack?

8 March 2016 - A recent claims controversy in Australia underlines the need for insurance definitions to bear a resemblance to the words used by most humans in their day-to-day lives – or very clear explanations of the differences.

The advice gap

16 February 2016 - The alternative title of this piece is 'What crowdfunding and insurance calculators have taught me about what a useful amount of life insurance is'.

Finding new ideas help refresh your marketing

2 February 2016 - So you want to grow?

How Much Would You Pay to Live One Year Longer?

9 December 2015 - The concept of placing an explicit value on life is always, fundamentally, awful. Yet it must be attempted from time to time in order to make difficult choices about limited resources. 

Raft of changes for insurance companies

17 November 2015 - There has been so much product and pricing activity recently it has been hard to keep track of it all.

Understanding excesses

12 October 2015 - More people are broke – and more people are wealthy – meaning more diverse choices for excess levels and waiting periods

Today’s consumer can be hard work

31 August 2015 - With the growth of the internet and changing consumption patterns it can be hard work connecting with potential customers. Russell Hutchinson discusses some of the options available to advisers.

Suprising new marketing techniques

17 August 2015 - Two advisers I know have recently taken the churn debate right into the public domain and uses it as a positive marketing strategy: in almost exactly opposite ways.

Robo-advice – The regulator’s choice?

27 July 2015 - One commentator I read, who happens to be a big fan of robo-advice, talked excitedly about how it solves all those messy compliance problems caused by forgetful – or conflicted – humans.

Advisers doing no-commission deals

23 July 2015 - Roughly 3% of risk advisers in New Zealand are operating on a no-commission basis, it has been claimed.

Problems with professional referral and how to fix It

29 April 2015 - I spent a couple of hours recently with the managing director of a large general insurance brokerage in Australia discussing various problems with their referral programmes to advisers offering life, health and other personal insurance advice. We have both worked on quite a few referral programmes and comparing those that work, with those that don’t work, here is our list of the main problems and what to do about them.

Are we sicker or just savvier customers?

17 April 2015 - Do you think people today are sicker than they used to be just 50 years ago? If not, why are there more of them off work?

Watch out for the newly promoted income protection client

26 March 2015 - Russell Hutchinson provides an example of why the policy wording of some income protection products should be changed.

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Lender Flt 1yr 2yr 3yr
ANZ 5.19 4.05 3.95 4.49
ANZ Special - 3.55 3.45 3.99
ASB Bank 5.20 4.05 3.95 4.39
ASB Bank Special - 3.55 3.45 3.89
BNZ - Classic - 3.55 3.45 3.99
BNZ - Mortgage One 5.90 - - -
BNZ - Rapid Repay 5.35 - - -
BNZ - Std, FlyBuys 5.30 4.45 4.35 4.55
BNZ - TotalMoney 5.30 - - -
China Construction Bank 5.50 4.70 4.80 4.95
China Construction Bank Special - 3.19 3.19 3.19
Lender Flt 1yr 2yr 3yr
Credit Union Auckland 5.95 - - -
Credit Union Baywide 6.15 4.95 4.95 -
Credit Union North 6.45 - - -
Credit Union South 6.45 - - -
Finance Direct - - - -
First Credit Union 5.85 3.99 4.49 -
Heartland 6.70 7.00 7.25 7.85
Heartland Bank - Online - - - -
Heretaunga Building Society 5.75 4.80 4.95 -
HSBC Premier 5.24 3.35 3.35 3.35
HSBC Premier LVR > 80% - - - -
Lender Flt 1yr 2yr 3yr
HSBC Special - - - -
ICBC 5.15 3.18 3.18 3.20
Kainga Ora 5.18 4.04 3.95 4.39
Kiwibank 5.80 4.30 4.20 4.64
Kiwibank - Capped - - - -
Kiwibank - Offset 5.15 - - -
Kiwibank Special - 3.55 3.45 3.89
Liberty 5.69 - - -
Napier Building Society - - - -
Nelson Building Society 5.70 4.25 4.15 -
Pepper Money Near Prime 5.64 - 5.44 5.44
Lender Flt 1yr 2yr 3yr
Pepper Money Prime 5.18 - 4.98 4.98
Pepper Money Specialist 7.59 - 7.39 7.39
Resimac 4.50 4.86 3.89 3.94
RESIMAC Special - - - -
SBS Bank 5.29 4.85 5.05 5.49
SBS Bank Special - ▼3.55 3.39 3.89
Sovereign 5.30 4.15 4.29 4.55
Sovereign Special - 3.65 3.75 4.05
The Co-operative Bank - Owner Occ 5.15 3.49 3.59 3.89
The Co-operative Bank - Standard 5.15 3.99 4.09 4.39
TSB Bank 6.09 4.35 4.25 4.69
Lender Flt 1yr 2yr 3yr
TSB Special 5.29 3.55 3.45 3.89
Wairarapa Building Society 5.70 4.85 4.99 -
Westpac 5.34 4.15 4.09 4.49
Westpac - Offset 5.34 - - -
Westpac Special - 3.55 3.45 3.99
Median 5.34 4.04 4.09 4.39

Last updated: 11 November 2019 4:01pm

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