Session Description

The business insurance market is nothing more than one business owner (advisor) sitting across the table from another business owner (client) and asking questions. The answers to these questions inevitably expose insurance problems that the second business owner did not even know existed. If it is that simple, why aren’t more advisors involved in this market? In this session, 44-year MDRT member Russell Collins will cover how to transition into the closely held-type market and then how to get from saying “hello” in the initial meeting to getting the opportunity to present recommendations.

Biography

Russell Collins, Dip LI, operated as an insurance financial advisor, with a major emphasis in the business insurance market, from the time he entered the financial services industry in 1971 until his retirement in 2010. Since that time, he has conducted a training/mentoring business, “Risk Insurance Communications Skills,” within the Australian industry. A 43-year MDRT member, he recently published a book — the first of its kind within the financial services industry in Australia — “Skills That Succeed – A Communication Guide for Risk-Based Financial Advisers.”

Risk Insurance Communication Skills
11 Wongala Ave.
Elanora Heights, NSW 2101 Australia

Email: russell@rics.com.au
Phone: +61 2 9913 7387
Email: www.rics.com.au