Most advisers say they want innovation. Fewer actually sit down and map where their time is bleeding.

Marc Fabris has worked across advice, corporate, digital strategy and now as founder of Risk Hub and Life Insurance Guide. He has seen where the friction lives.

This conversation is not about shiny tools. It is about removing process drag.

We talk about why most practices have never properly mapped their client journey, why 10 to 14 hours of onboarding time should concern you, and why small operational fixes can compound into serious growth. That includes practical tools like the Risk Needs Calculator, designed to simplify needs analysis and improve client conversations:

https://riskneedscalc.com.au/auth

Marc also makes some bold predictions. Tripling new business in five years. Increasing efficiency without dramatically increasing adviser numbers. Rebuilding distribution while keeping advice human.

There is one consistent theme.

Take away the unnecessary complexity so advisers can spend more time being advisers.

If you are thinking about tech, growth, or where risk advice is heading over the next five years, this episode will challenge you.

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The advice shared on My Risk Adviser is general in nature and does not consider your individual circumstances. My Risk Adviser exists purely for educational purposes and should not be relied upon to make a financial decision.

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TPD was built for “total” and “permanent”, but the market drifted into grey areas. More subjectivity. More debate. More claims that, in hindsight, never really matched what the words were supposed to mean.

We sat down with Gerard Kerr, Chief Executive, Individual Business at Acenda, to talk about their severity TPD and why it exists alongside the traditional own and any occupation options.

The shift is simple, but it changes everything. Instead of arguing what “duties” means and how “reasonably suited” should be read, the definition leans on recognised medical impairment scales for mental and physical conditions. More objective thresholds, less opinion.

That also means the advice conversation has to sharpen up. The trade-off needs to be crystal clear, the documentation needs to be clean, and the cover structure needs to match the client’s budget and their tolerance for severity risk.

This is one of those product changes that sounds technical, but plays out in real outcomes when clients need it most.

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The advice shared on My Risk Adviser is general in nature and does not consider your individual circumstances. My Risk Adviser exists purely for educational purposes and should not be relied upon to make a financial decision.

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In this episode of My Risk Adviser, Trent is joined by Neha to unpack what the first quarter of the Professional Year really looks like.

Not the glossy version. The real one.

They cover:

• What the Professional Year actually is, and why it exists
• Why starting your PY later can sometimes be the smarter move
• What changes between Quarter 1, 2, and 3
• Presenting advice under supervision, then on your own
• The reality of client conversations, confidence, and learning on the job
• Passing the adviser exam, first go, and why timing matters

If you’re a student, associate, or thinking about becoming an adviser, this is one of those episodes that gives clarity, not hype.

And if you’re a practice owner thinking about taking on a PY candidate, there’s plenty in here for you too.

Give it a watch. It’s honest, practical, and very real.

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The advice shared on My Risk Adviser is general in nature and does not consider your individual circumstances. My Risk Adviser exists purely for educational purposes and should not be relied upon to make a financial decision.

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A cheap premium in year one can feel like a win. Until you look a few years down the track and realise the price has quietly crept up.

Durational discounting has changed how life insurance is priced, recommended and kept in force. Big upfront discounts make policies easy to sell, but they also build in a loyalty tax that hits clients who do the right thing and stick around.

Phil and Trent talk through why this has become normal practice, how it distorts stepped premiums, and the uncomfortable pressure it puts on advisers to rewrite policies just to stay competitive. It is an industry habit that sounds harmless, but it reshapes trust, sustainability and long-term value in ways we do not talk about enough.

If you work in risk advice, this one will feel very familiar.

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The advice shared on My Risk Adviser is general in nature and does not consider your individual circumstances. My Risk Adviser exists purely for educational purposes and should not be relied upon to make a financial decision.

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In this episode of My Risk Adviser, Phil Thompson and Trent Bacon sit down with Gabi Varnier, National Underwriting Manager at PPS Mutual, to lift the lid on how underwriting decisions are really made. They explore why underwriting is not about saying no, but about finding a way to offer cover, and how experience, judgement and data all come together behind the scenes when complex cases are assessed.

The conversation goes deep on pre assessments, mental health disclosures, lifestyle risks and the importance of trust between advisers and underwriters. Gabi explains why better fact finding upfront leads to better outcomes, how strong adviser relationships lead to smoother assessments, and why underwriting is becoming more individualised rather than more restrictive. It is an honest look at the part of the advice process most clients never see, but that matters more than almost anything else.

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In this episode of My Risk Adviser, Phil Thompson and Trent Bacon dig into what is actually happening in the insurance advice market, and why risk advice is becoming more specialised than ever.

With fewer advisers writing the majority of new insurance business, increasing product complexity, tougher underwriting, and rising premiums, the traditional approaches to risk advice are being challenged. Phil and Trent explore the different models advisers are using today, from specialist risk firms to holistic practices, and the trade-offs that come with each.

If you are wondering where insurance advice is heading, who is really writing the business, and how advisers can adapt without increasing risk or compliance exposure, this episode will get you thinking.

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The advice shared on My Risk Adviser is general in nature and does not consider your individual circumstances. My Risk Adviser exists purely for educational purposes and should not be relied upon to make a financial decision.

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Join Phil Thompson and Trent Bacon as they relaunch the "My Risk Adviser" podcast, diving into the world of financial advising. This episode explores adviser journeys, industry trends, and the future of advice. Whether you're a seasoned adviser or just starting out, gain insights from industry leaders and learn about the latest developments in the field. Don't miss out on this engaging discussion!

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The advice shared on My Risk Adviser is general in nature and does not consider your individual circumstances. My Risk Adviser exists purely for educational purposes and should not be relied upon to make a financial decision.

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We’re kicking off Season 5 with Paul Milbourne, tackling the pitfalls of group insurance tenders and why they often fall short of delivering real value.

Paul shares his expert insights on:

✅ How tender fatigue is eroding insurer accountability

✅ The misalignment between price and value in large-scale deals

✅ Why better data transparency and benchmarking are key to improving client outcomes

If you’re an adviser, underwriter, or industry pro, this episode offers practical insights into why current tendering practices are broken—and how to fix them.

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The advice shared on My Risk Adviser is general in nature and does not consider your individual circumstances. My Risk Adviser exists purely for educational purposes and should not be relied upon to make a financial decision.

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Sue Viskovic dives deep into the operational backbone of successful advice firms and shares how defined processes aren’t just about compliance—they’re key to scalable, high-quality service.

In our conversation, Sue discusses the findings from the Advice Operations Research Report, revealing how documented workflows and smarter processes directly boost EBIT. The report uncovers the secrets of high-performing teams, including how to overcome productivity challenges, improve service delivery times, and create a culture that staff value. It also dives into training, outsourcing, and the specific techniques successful practices use to elevate efficiency and client satisfaction.

Whether you’re focused on profitability, client experience, or team growth, these insights will transform how you approach your operations.

Advice Operations Research Report link:

🔗 https://vbp.ac-page.com/advice-operations-research-report-2024

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The advice shared on My Risk Adviser is general in nature and does not consider your individual circumstances. My Risk Adviser exists purely for educational purposes and should not be relied upon to make a financial decision.

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Kylie Denton has spent 34 years in the financial services industry, and her insights on leadership and emotional intelligence are transforming how advisers connect with clients. From working in underwriting and claims management to developing a structured, emotionally intelligent framework for financial advisers, Kylie highlights the critical role emotional intelligence plays in fostering meaningful client relationships.

As Kylie points out, today’s financial advisers must navigate the complexities of generational shifts and evolving client expectations. It’s not just about the technical side of financial advice—it's about understanding values, building trust, and using emotional intelligence to guide clients through their financial journeys.

In this episode, we dive deep into how advisers can use emotional intelligence and structured frameworks to create consistency and enhance client interactions, while also adapting to the ever-changing dynamics of the industry. If you’re looking to level up your advisory approach, this episode is a must-listen.

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The advice shared on My Risk Adviser is general in nature and does not consider your individual circumstances. My Risk Adviser exists purely for educational purposes and should not be relied upon to make a financial decision.

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