How advisers can use health to grow their business

On this week's ifa Show, host Neil Griffiths is joined by MetLife Australia's head of customer strategy and propositions, Matt Lippiatt. On this episode, Matt and Neil discussed how Australian financial advisers can use health services to grow their businesses and how that has changed in recent years. "I know of some businesses out there…  who have been on this journey for a number of years. And for them, health and wellbeing, tied to a goals-based advice process, this is their bread and butter," Matt said. "For others, the value proposition that they've had has been quite focused and it's been fit for purpose. So not knocking it, but it's been quite focused on 'how do you add value through superior investment performance, structuring tax efficiency', all the bread and butter things that we would associate with what a financial planner does. "But I guess there's an opportunity there, and really it's about advisers working out what's right for them." Neil and Matt also looked at how the insurance industry has shifted throughout the COVID-19 pandemic, as well as the adviser-client relationship, and shared expectations and predictions for the sector over the next 12 months.