Chris Unwin graduated from Oxford University with a law degree in July 1977 and by November 1978 was working as a commission only life insurance broker in the City of London.
Over the next 10 years, he built a personal client base of around 400 clients and recruited, trained, motivated and managed a team of 14 brokers from scratch.
Current work
Chris sold his advice business in 2017 and is now exclusively focused on his consultancy.
Previous experience
Corporate: In 1989, he was one of 12 employees to establish a Sydney branch of the UK based company, and between May 1989 and December 1990 recruited approximately 150 brand new financial advisers, mostly with no experience in sales or financial services, which clearly created a huge need for training. Keen for a new challenge, he volunteered for the task.
Training: From the early '90s, Chris designed and delivered numerous training courses, initially for new advisers in the area of generic sales/communication skills, and then more advanced courses in the same area for more experienced advisers. In his adviser role he decided to specialise in the risk advice area, developing more specialised training programmes around the risk advice process, still focusing primarily on the engagement skills, and also helping financial planners to understand better the role of protection in a financial plan and how to position it with clients.
More: In 2004 he was appointed a Director of Training in a large dealer group but decided to go back to doing the two things he was most passionate about: helping clients with their personal protection requirements and helping financial advisers do a better job for their clients in the risk advice area.
Talking Points
End to End Risk Advice Process
(Full Day)End to End Risk Advice Process
- Revenue opportunity in risk advice
- 12 Step Process for client engagement from start to finish (see attached)
- Case Studies
Elements of the Risk Advice Process (45 minutes +)
- Any combination of the 12 steps in the 12 Step Process
The Miracle of Trauma Cover
(1-2 hours)The Miracle of Trauma Cover
- Why Trauma Cover is the jewel in the personal protection product crown
- The different motivation for buying Trauma Cover depending on the age of the client
- The Hot Buttons for the different age groups
- Stepped vs Level premiums
- Stand alone trauma vs trauma with death cover
- Where TPD fits
Client Engagement Process for Trauma Cover
(3-4 hours)Client Engagement Process for Trauma Cover
- Why Trauma Cover is the jewel in the personal protection product crown
- How much Trauma Cover to recommend NB Questions to ask on the Fact Find (Wants vs Needs)
- Calculation of appropriate levels of Trauma Cover
- Motivating clients to want as much Trauma Cover as they can reasonably afford and to want to own it for as long as possible
- Stepped vs Level premiums
- Process for converting existing stepped premium trauma policies to level premiums
- Child Trauma Cover
- Trauma Cover for non-working Mums & Homekeepers
Working More Effectively with Centres of Influence
(1 hour)Working More Effectively with Centres of Influence
- Why do it?
- Motivating the Centre of Influence
- Financial Arrangements
- Making it Work
Proper Protection - The Foundation Stone of a Financial Plan
(45-90 minutes)Proper Protection - The Foundation Stone of a Financial Plan
- Professional & Legal obligation on a financial planner to offer appropriate advice on personal protection in a wealth creator client’s financial plan
- 3 Key Elements to proper protection in this context:-
1. How to position protection with your clients within the context of their financial plan - why it needs to be the first cab off the rank
2. What questions to ask on the Fact Find in order to facilitate your client verbalizing their personal protection wants i.e. financial outcomes in “what if” situations
3. Overcoming the price barrier (which becomes the only obstacle as long as you are dealing with what the client wants
Chris, thanks for your workshop. You gave me a different perspective to use when meeting with clients, understanding their insurance needs and preparing their advice. It's now easier for me ... keep reading Esther Althaus, Financial Adviser Perspective Financial Services & AFA Rising Star Award Winner 2005
Chris Unwin has been involved in our Risk Specialist Network as both a consultant helping improve our insurance advice process and as a speaker at a number of our events. Chris is a great presenter who has a valuable client conversation to share. I would endorse Chris as a sales trainer for any adviser who is starting in insurance advice or indeed experienced advisers who are seeking to improve their questioning skills.
I'm thrilled every time I get to catch up with Chris and see what his latest techniques are to improve the dialogue we have with our clients. It's a turn-key system for building a client base from scratch very quickly and profitably! Get the scripts, practice them, use the right terminology and language for great impact, and obtain breakthroughs with your clients. I have now been to Chris' full day Risk Workshop five times, and I have got more out of it each time!
“Chris’ strategies actually work and I’m very happy with the outcome. This should be mandatory attendance - if you do not attend a Chris Unwin workshop you are mad!”
Chris presented a half day workshop to 30 referrers - it was the best thing I’ve done for years and I got the most powerful feedback I’ve ever had” Michael Osborne - Principal, Gravity Wealth Financial Planners.
