Problem
Partners received conflicting advice from colleagues about limited recourse borrowing arrangements, insurance inside super, and “cheap” online policies. Two partners had already met different advisers without shared criteria, producing incompatible recommendations. The practice manager needed a neutral education session before issuing an RFP to licensees.
Our approach
- Pre-workshop survey of partner objectives (anonymised aggregation)
- Modules: super mechanics, insurance categories, advice types, disclosure documents, conflicts, questions for RFP
- No product names or insurer rankings
- Written summary distributed to all partners within 48 hours
- Optional 20-minute individual Q&A sign-up sheet — general information only
Measures implemented
RFP scoring matrix template provided (authorisations, fees, service model, complaints stats access). Partners agreed personal advice would be sought only from shortlisted licensees. Wealth Insurance did not sit on selection committee.
Outcome
Panel of two licensees shortlisted with transparent criteria. Workshop evaluation: 9/10 average on “clarity before adviser meetings.” No partner purchased products during workshop week. Two partners later used our referral process with documented consent; others used existing relationships with better-prepared questions.
Difficulties encountered
Two partners insisted their existing bank “adviser” had already solved super — but no SOA was produced. Workshop ground rules required parking product debates until module three so basic definitions landed. One partner threatened to leave early; chair enforced agenda.
Resolution techniques
Anonymous polling showed 70% could not distinguish general from personal advice pre-workshop; post-workshop repeat poll showed improvement. RFP matrix converted disagreement into scoring criteria rather than personality conflict.
Workshop materials remain available to the partner for twelve months after delivery.