It took 33 years for Russell Collins to discover what made him successful as a financial adviser: The Big Four.

He realised that there are four questions that people have in their minds when meeting a financial adviser.





As a consequence of this epiphany, Russell established RICS – Risk Insurance Communication Skills – with the goal of educating both new and existing advisers on how to maximise their potential to achieve greater success, with particular emphasis on their soft skills.

But who is Russell Collins?


Having retired after 40 years of being a financial adviser, Russell is now invested in giving back to his community by sharing everything that led him to his success. If you wish to learn about what he knows and to discover the keys to his memorable career, now is your chance.


Russell has been speaking at state, national and international conferences, association seminars, and dealer group professional development events.


Russell also conducts one-day workshops on selling insurance in both the personal market and the much-neglected business owner markets.


You can also have Russell become your mentor where he will walk you through finding your own success and leaving your mark in the industry.



In the rapidly evolving world of financial advice, one thing hasn’t changed: the need to protect every day Australians with life insurance.

To succeed in this mission, and help address the under-insurance problem, modern advisers need outstanding communication skills.

Skills That Succeed is a product of 40 years of experience that provides a first-hand definitive guide to learning those skills.

Book and ebook formats available. Audiobook will be available soon.

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It took 33 years for Russell Collins to discover what made him successful as a financial adviser: The Big Four.

He realised that there are four questions that people have in their minds when meeting a financial adviser.

  • It is rare to find someone who combines integrity, competence and a genuine interest in people. Russell is one such person and with whom I have been privileged to work with since I started in the industry. The time I have spent with him has been of great benefit and professional growth for me.  I have learned from his immense wisdom and experience, gleaned over the years. His guidance on business strategy and his insights in making decisions have proved invaluable. Topping it off is the bond of friendship that we have come to enjoy. Anyone using his services would, no doubt, benefit greatly.

    D. SARKER, Authorized Representative, BlueRocke Investment Advisors Pty Lt
  • I was 25 years old, fresh out of uni, and thrust into the business world when I came across Russell Collins in early 2011.

     Essentially responsible for running my father’s financial planning business, I found myself with all the textbook knowledge in the world, zero practical experience, and facing the daunting “where to start” question.

     Luckily for me, Russell had all the tools to get me on the right track.  His insight, knowledge, processes and procedures taught me so much in our regular mentoring sessions in those early days.

     Only six months into my career, Russell helped me prepare for my first big assignment: to pitch for a $50,000 business insurance case.  I could only dream to get this case across the line – but presented to the client prepped with my questions to run through, my diagrams to draw on the whiteboard, and my stories to tell. IT WORKED!

     To this day, Russell’s questions, diagrams, stories and overall “russellisms” are my go-to for client presentations.  The diagrams are simple to follow and don’t overwhelm the clients. The questions allow a subtle connection with the client while drawing out all the solid information required to ensure success.


    ELEANOR HANRAHAN, Financial Adviser / Accountant
  • I have been a financial adviser in Australia since 2011 and a paraplanner for 6 years prior to starting my own business. All of my training and qualifications did not even touch the surface when it comes to selling our services to clients and prospects. I read some general sales books which helped and have gone through training provided by the licensee but I was not confident in my interactions with prospects. On top of that, compliance procedures would stifle my ability to connect with clients.

    Russell’s mentoring provided me with the structure and confidence to “sell” myself and to connect with prospects. He also provided guidelines that I could follow and adapt to my style that dealt with asking the right questions and a process to lead the client on a journey to the next steps. His mentoring has been invaluable, increasing my close rate and the confidence to continue advising despite the increasing compliance & educational requirements.

  • Much to my eternal good fortune, Russell undertook to mentor me very early in my career in July of 2011. At that stage, I was less than 12 months into having started my financial planning business, and I was going backwards quickly. I still remember our meeting in Russell’s Insurance Communications workshop and being blown away not only by his incomparable skills in the insurance game but more notably, his moral compass.

    What sets Russell apart is that he is not a typical “salesperson.” Rather, he has made an art form of communicating, of asking the right questions, and of implementing an interviewing process that has one sole purpose: to act in the best interests of his clients.

    I’ve learned so much from Russell, and no more important lesson than how to be a better person, and therefore to be a better adviser in the process. These days, I continue being mentored and challenged by Russell because of the value I place on having him in my life.

    If you’re fortunate enough to have been mentored by Russell, you will most certainly be a better insurance and financial adviser as a result. Most importantly though, you will also be a better individual.

    DOMINIQUE SCHUH, B.BusMan. BA. Adv. Dip. FS (FP). ChLP. SSA SMSF Specialist Advisor™
  • Are you a Risk Protection Specialist? Do yourself a favour & get industry legend Russell Collins’ latest book “Skills That SUCCEED”! I highly recommend it.

    DAVID J. EARLEY, Dip. FS (FP), AFA, Dip. FS (Brok.), QPI
  • Russell,

    Just wanted to put into writing how much I enjoyed your book. The messages and lessons for all of the industry are awesome. Insurance underpins everything we do and I hope this book helps others protect families and businesses.

  • Our industry needs clarity and leadership. Russell Collins has written an excellent book that is a guiding light for anyone on the financial service journey. His practical and explicit comments and tools are keys to success. Any practitioner, new or experienced will benefit from reading and applying his wisdom and experience.

    GUY BAKER, CFP, MBA, MSFS, Past President Million Dollar Round Table


Access Russell’s collection of articles that focus on how soft skills can help you achieve and sustain your success in the insurance industry.


The Podcast


Video Lounge


The Blog


Start your journey to success today.

If you have any questions for Russell, please do not hesitate to get in touch.