KEYNOTE SPEAKING

For over 40 years, Russell has been speaking at State, National and International conferences, association seminars and dealer group professional development days on how Financial Advisers can specialise in the area of risk insurance. Continue reading below to learn more about how we can help you.

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TOPICS

Russell has specialised knowledge in the area of risk insurance. He has complemented that knowledge with his proficiency in soft skills which helped cement his success in the industry. Here are the topics he commonly tackles in his keynote speaking engagements. If you do not see a topic listed, please contact us.

THE IMPORTANCE OF PREPARATION

Templated fact-finding documents can take away the need to separately prepare for each initial meeting where advisers have only one opportunity to separate themselves from their competitors. In this session Advisers will have access to dozens of penetrating questions to cull through, selecting those most appropriate to each meeting. This will enable the adviser to successfully turn each initial meeting from a Q & A-type meeting, into a relationship-development meeting.

PROSPECTING

The number one reason why people fail in our industry is through lack of people to meet with.

THE PRESENTATION

Presentation Skills 101 – the most neglected single skill in today’s training programs.

THE FOLLOW THROUGH

From application form to policy issue.

BRAIN, TIME AND INTEGRITY

Utilising what the adviser has to offer his/her clients.

THE FACT-FINDING MEETING

The primary purpose of every initial meeting is to develop a relationship; secondarily, to obtain information. This session focuses on how to open the meeting in a positive manner, control the meeting throughout by the use of questions and how to close it in a positive manner which will eliminate competition from the outset. This is the result of proper preparation.

DISSECTING THE FILE NOTE

How to extract answers to questions and turn them into sales opportunities.

SPECIFIC SALES CONCEPTS

The Personal Market

THE BUSINESS OWNER MARKET

The most profitable but most neglected market.

THE FILE NOTE – A POWERFUL TOOL

The greatest compliment an adviser can pay any person in an initial meeting is to ask a question, listen to and record their answer. This session focuses on the benefit of sending a file note as soon as possible after the meeting, which includes both your questions and their answers, seeking confirmation of the details. Confirming the details indicates a desire to meet with you for a follow-up meeting which also has the immediate effect of eliminating competition.

KEY PERSON INSURANCE

How to introduce it and sell it.

GUARANTOR PROTECTION INSURANCE

How to introduce it and sell it.

BUY-OUT INSURANCE

How to introduce it and sell it.

ESTATE PLANNING

Understanding the three phases of estate planning and their impact on individuals should they live too long, die too soon or become disabled.

WHAT PEOPLE SAY

  • Matrix would like to thank you for your involvement in the 2009 Business Owners Conference held on 15 – 17 April in Hobart, Tasmania.

    I have to ask you, did any of the delegates follow you home? They were so taken away with you and your practical presentation that I thought they might never let you get away!

    Your presentation and round table sessions played a vital part in the total event. The feedback we received has been very positive, and delegates have confirmed that the insights you offered were valuable and relevant to them in their business. To give you an example, “an outstanding professional with a wealth of experience – he makes it look so easy.”

    I know you were worried about using the 1995 MDRT presentation, but another delegate said, “this is the fifth time I have heard Russell’s presentation and I am still learning from it.”

    Thank you so much for your contribution to our conference, Russell. In the words of another delegate, you are “a class act and a true professional.”

    Allison Dummett, DFS, BA, MA, and CEO
  • Hi, Russell,

    Thank you for a fantastic session yesterday. I know our advisers really valued your ideas and we have had some great feedback.

    SHIVANI GOPAL, M Comm(Financial Planning), ADFS
  • Hi, Russell,

    Your presentation today was awesome and very helpful – the best I’ve been to. I will definitely use your strategy for my clients. Thanks, Russell.

    TIEN PHAM, BCom, MBank & Fin, DipFS
  • Jim, the MDRT meeting in Vancouver in June was fantastic. Your friend Russell Collins was probably my favourite speaker of the whole deal! Still processing all that I learned, but it was amazing!

    JOSHUA TOMEONI, CLU, CFP
  • Hi, Russell,

    You don’t know me yet but I thought I would send a sincere thank you. I was reading through your presentation from the MDRT 2013 conference today. The quote you provided by Jack Dulworth. “The three stages of development in the life of a salesperson” really was an aha moment for me.

    The best advice I always got was from my dad when I was growing up. He said, “Find an old fella who’s seen it all and ask him what he would do if he had his time again, as great advice is gained from years of experience”. Best advice ever! Teaching us “young blokes” who want to learn what works. Isn’t it amazing how sometimes the old ideas become the new, new?

     

    BEN LAW, B.Ag.Ec., Dip F.P. CERTIFIED FINANCIAL PLANNER™ – Risk Specialist
  • Russell,

    You gave a wonderful talk at MDRT Vancouver Meeting. Keep up the good work. Our members need your advice and your new book is the bible for the Business Owner Market. A Classic!

    All the best.

    JAMES D. PITTMAN, CLU, CFP, First Vice President of MDRT
  • Russell,

    I just wanted to say thank you for your presentation in Brisbane. I was planning to speak with you after to say it in person but unfortunately had to leave a little early before you had finished. I really enjoyed the day and you have provided me with some really great tools and concepts, some of which I have started to use already, others that we will implement in the very near future. I would like you to know that in my experience, this is the best 1-day sales (soft skill) workshop that I have ever attended. I have come from a family of insurance advisers and you have always been spoken of in legend, the man to see, who up until now I hadn’t. Well, it was worth the time invested and I have taken on board your advice to invest in myself and the improvement of my skills.

    JUSTIN WALKER, Fortnum Private Wealth
  • Hi, Russell!

    I have just finished finalising the feedback from our Fortnum advisers who attended the National Summit. I thought some of this may be of interest to you as it shows not only our gratitude in having you as a presenter at our Summit but also the value you have imparted into our advisers. There were many positive feedback comments which were left in regards to your presentation which have been summarised into the following:

    • Great practical opportunities, and numerous takeaway strategies that can be implemented in all sectors of their businesses;
    • Helpful in allowing our advisers to reflect better on how we interact with clients and let them decide;
    • You were a great communicator with a wealth of knowledge; and
    • Valuable sales skills. 

    Thanks again Russell for taking the time to come in and present to our advisers. What a great presentation. It was so well received by all our advisers.

    SYM YEOW for the Fortnum National Summit
  • Hi Russell,

    Thank you for a fantastic session yesterday. I know our advisers really valued your ideas and we have had some great feedback.

    SHIVANI GOPAL, M Comm (Financial Planning), ADFS
  • Dear Russell,

    A massive THANK YOU! Yes, I wish I could shout it from the rooftops!

    I’m not sure that there will ever be words enough to thank you for the presentation you did in Perth yesterday. It was the most valuable workshop/seminar that I have ever been to in my 8 years as a Life Risk Adviser.

    NATALIE ASHWORTH
  • Hi, Russell,

    I attended my first MDRT seminar in Philly a few weeks back and was lucky enough to hear your presentation. Your focus on building relationships in the initial meeting, preparing for the initial meetings, asking penetrating questions etc. were the game changes for me.  I have since changed the structure of how I conduct the initial meetings which have produced solid results to date. Great tips for sure and I left your presentation motivated.

    GLENN MALKIEWICZ, B.Bus (FinPlan)

HOW TO BOOK

If you decide to book Russell for a keynote speaking engagement, you can do so at any time. Here is an overview of the intake process.

BOOKING

You can use the booking form below or email or call us directly to book Russell for a speaking engagement.

CONFIRMATION

Subject to availability, we will get in touch with you for further details and to confirm your booking.

PREPARATION

You can book for Russell to speak at your location. Travel arrangements will be discussed during the confirmation.

PRESENTATION

Presentation proper with a Q&A session. Additional questions may be answered by email after the event.

BOOKING FORM