1. Effective risk value propositions Kevin Canning June 2013

2. Show me the value!

3. Challenges?

4. The view from here

5. The big challenge

6. The standard core risk proposition Contact us if you need a claim, we'll review once a year/ as needed 3 We won’t charge you anything for advice on top of your premiums 2 We will find the best product for you1

7. Opportunities

8. Two strategies Engage existingEnlighten new

9. Four steps Ask yourself the pricing question Step 3 Review your service proposition Step 2 Unpack your value Step 1 Consider new territories Step 4

10. Step 1: Unpack your value

11. Explore all the things you do I

12. Step 1: Unpack your value Explore all the things you do Cross reference with findings from your peers III

13. Specialisation Estate planning Someone to speak to Education Personal skills Suitability Field underwriting Expectation management Structuring Access to other professionals What’s the value of a risk adviser?

14. Step 1: Unpack your value Cross reference with findings from your peers Explore all the things you do III Validate your understanding III

15. Two options Client SurveyAsk at review

16. Step 2: Review your service proposition Think in the context of your target client types I

17. Step 2: Review your service proposition Think in the context of your target client types I Review your client communication II

18. Claims Assistance Guarantee

19. Step 3: Ask the pricing question

21. Step 4: Consider new territories

22. In summary Great time to build on future success Being able to articulate value leads to engaged existing clients and enlightened new Four steps to developing your risk value prop Unpack your value Review your service proposition Ask yourself the pricing question Consider new territories

23. Important information This information is general in nature and does not take into account personal objectives, financial situations or needs of any person. This presentation has been prepared specifically for the exclusive use of financial advisers, researchers and trustees. It is not to be published without the prior written consent of Zurich Financial Services Australia Limited ABN 11 008 423 372. Unless otherwise indicated the information in this presentation is dated 25 February, is given in good faith and has been derived from sources believed to be accurate as at this date and is subject to change. However, it should not be considered as a comprehensive statement on, or study of, any matter and should not be relied on as such. Neither Zurich Investment Management Limited ABN 56 063 278 400 AFSL 232511, Zurich Australia Limited ABN 92 000 010 195 AFSLN 232510 nor any related entities, or any of their employees or directors (Zurich) give any warranty of reliability or accuracy and to the fullest extent possible under law, accept no responsibility arising in any way whatsoever including by reason of negligence for errors or omissions. Zurich Australia Limited ABN 92 000 010 195 AFSL 232510 Zurich Investment Management Limited ABN 56 063 278 400 AFSL 232511 5 Blue Street North Sydney NSW 2060 Phone 1800 500 655

24. Thank you zurich.com.au