Risk

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ClearView has argued its case for life insurance commissions, saying additional changes to adviser remuneration will not lift advice quality and will only drive up costs.

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A new paper from ClearView draws on findings from its ‘Adviser Experience Survey’ to illustrate the likely unintended consequences of further changes to life insurance commissions, and seeks to disprove that commissions lead to poor client outcomes. It also identifies the real cause of poor advice and emphasises the benefits of variable remuneration structures.

Based on the research, the vast majority of advice practices depend on upfront commissions and only 2 per cent charge a flat fee for life insurance advice.

Further, over 80 per cent of advisers do not believe consumers will pay a fee for insurance advice indicating that further reductions in commission caps will force them to focus only on affluent clients who are willing and able to pay a fee.

ClearView chief actuary and risk officer Greg Martin said values and culture play a major role in shaping behaviour within professions and organisations.

“It is unfortunate that much of the public discourse around the behaviour of financial advisers is disproportionately focused on remuneration and not the role of industry culture and norms,” he said.

“If a culture is unsound then a remuneration structure won’t fix it but if a culture is sound, the remuneration structure shouldn’t matter much.

“It is critical that any reform agenda addresses the real problems and enacts real change to avoid unnecessarily increasing business costs, which means higher costs to consumers.”

Mr Martin added that sensible public policy should encourage and facilitate the purchase of appropriate life insurance coverage by more Australian households.

“It should also promote sound, sustainable business management. Today’s commission debate forgets that variable remuneration structures link ‘costs’ to ‘income’ or ‘success’ and allow businesses to better manage their revenue and profitability,” Mr Martin said.

“The current upfront commission structure is widely-accepted, economically rational and reflects what consumers actually want.”

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ClearView has argued its case for life insurance commissions, saying additional changes to adviser remuneration will not lift advice quality and will only drive up costs.

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Zurich has announced it has completed the acquisition of ANZ’s life insurance business OnePath Life.

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The completion of the sale sees Zurich acquire the OnePath brand and product range, along with more than 500 employees who have joined the Zurich Life and Investments team across Australia, Zurich said in a statement.

The announcement follows Zurich’s parent company stating it would acquire OnePath Life for $2.85 billion in December 2017.

It also marks the commencement of a 20-year agreement for the distribution of life insurance through ANZ’s bank channels.

Zurich said it intends to invest further in the OnePath brand and OneCare life insurance offering, and both the Zurich and OnePath brands and product sets will continue to compete with – and complement – each other in the open market.

Zurich Life and Investments chief executive Tim Bailey said that this strategy would allow both customers and advisers to benefit from the breadth of choice offered by two specialist life insurance brands.

“We’re delighted to see the OnePath Life and Zurich teams come together to create one of Australia’s leading life insurers,” Mr Bailey.

“Both Zurich and OnePath share a longstanding Australian heritage, with strong brands that are well supported by advisers and customers.”

Mr Bailey said he sees continued investment in both the Zurich and OnePath offerings as crucial at a time when advisers are demanding more choice and more innovative ways to meet their clients’ protection needs.

“Both Zurich and OnePath are known for their innovation and advisers can expect to see that continue with updated product and service offerings to be rolled out by both brands during 2019,” said Mr Bailey.

Further, Zurich’s acquisition sees a new combined leadership team take effect, comprising senior members from the previous Zurich and ANZ/OnePath teams.

Mr Bailey said that, from a practical perspective, advisers and customers should expect to notice little, if any, change as a result of the acquisition, with the dedicated infrastructure of both businesses remaining in place.

“We have been able to assemble a team of leaders who are amongst the most talented and respected in the industry, and I think the balance of the team sends a powerful signal about our intention and capability to execute our multi proposition strategy,” Mr Bailey said.

“Advisers don’t want any further disruption, and with each brand continuing to be supported by dedicated teams, they will see no change in processes, relationships, or contact details.”

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Zurich has announced it has completed the acquisition of ANZ’s life insurance business OnePath Life.

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Accountants provide a good source of client referrals for risk advisers due to the “logical overlap of advice” between the two professions, says one consultant.

Write comment (0 Comments) " ["fulltext"]=> string(2023) "

In a blog, risk advice consultant Chris Unwin noted that accounting clients are typically highly qualified referrals, since the accountants themselves tend to be highly regarded and well respected by their clients.

In addition, Mr Unwin said there is also logical overlap of advice, since both the accountant and the risk adviser are seeking to maximise net income for their clients in as many situations as possible.

However, he also warned risk advisers that accountants haven’t been referring clients in the past due to them being “frightened that their client will have a bad experience” as well as “fear of losing control of their clients”.

“More often than not, I believe it is the initial approach where this potential referral partnership breaks down,” Mr Unwin said.

“The biggest and most common mistake I believe risk advisers make when approaching accountants for referrals is that right from the get go they are telling the accountant why they should refer their clients to you instead of asking the accountant why they haven’t been referring this type of business up until now.”

According to Mr Unwin, it’s worth asking accountants whether their clients have accountants’ fees insurance in place.

“This is designed to demonstrate to the accountant that, if one of their clients suffered an illness or accident that prevented them from working for a period of time and they didn’t have any income protection, they would still need to submit a tax return. But how are they going to pay your bill without any income?” he explained.

Lastly, Mr Unwin suggested that advisers should try and take the accountant through your engagement process and ideally make them a client.

“This first-hand experience of what their client can expect will make for the strongest possible referral,” he said.

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Accountants provide a good source of client referrals for risk advisers due to the “logical overlap of advice” between the two professions, says one consultant.

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Suncorp chief executive and managing director Michael Cameron has announced he is resigning from his role after four years at the helm.

Write comment (0 Comments) " ["fulltext"]=> string(2035) "

Taking Mr Cameron’s spot for now will be group chief financial officer (CFO) Steve Johnston, who will be acting chief executive.

Mr Cameron will remain employed under Suncorp in an advisory capacity until 9 August, following the release of the company’s full-year results.

The board has meanwhile taken on a search for its new boss, taking into consideration domestic and international candidates, and is hoping to have a permanent replacement in the latter part of the year.

Deputy CFO Jeremy Robson will be replacing Mr Johnston as group CFO. Mr Robson has been with Suncorp for six years.

The company credited Mr Cameron for leading a “significant digital transformation of Suncorp, an enterprise wide focus on the customer” as well as navigating the business through a “period of unprecedented regulatory change”.

He has been on Suncorp’s board for seven years.

Chairman Christine McLoughlin said that while Mr Cameron had made a considerable contribution, now was the right time for change.

“On behalf of the board I would like to thank Michael for his leadership in accelerating our digital capacity and in driving a customer-first culture,” Ms McLoughlin said.

“Steve is highly regarded by his peers and has successfully served in various leadership roles in his 13 years at Suncorp. He has played an integral role in the transformation of Suncorp.”

Although the bank noted ‘challenging’ conditions, it said its full-year earnings are in line with market expectations. Suncorp said natural hazards above allowance, investment market performance and unforeseen regulatory costs could impact its reported result and outlook.

To combat a competitive and challenging external environment, the company is aiming to strengthen its core businesses by focusing on its customers, products and brands.

Suncorp’s full-year results will be delivered on 7 August.

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Suncorp chief executive and managing director Michael Cameron has announced he is resigning from his role after four years at the helm.

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