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Giving you the right track to run on.


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)
- 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)
- 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)
- 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)
- 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)
- 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


  • Sales
  • Marketing
  • Customer Service
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 to articulate and demonstrate the need for cover to my clients and for them to appreciate appropriate levels of cover to protect their income, families and lifestyles. I enjoyed your presentation style and found you informative and engaging throughout the day and highly recommend anyone wishing to increase their knowledge and productivity in the insurance profession to spend some time with you. Esther Althaus, Financial Adviser Perspective Financial Services & AFA Rising Star Award Winner 2005
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