You will examine why fear-based conversations can trigger avoidance, disengagement or decision paralysis, and how the fight–flight–freeze response can affect a client’s ability to process information. The session will also explore temporal discounting, cognitive load and the importance of structured communication in helping clients connect future risks with present-day value, such as certainty, control and peace of mind.
Drawing on neuroscience, behavioural economics and risk management principles, this webinar will help you refine the way you frame risk conversations, guide clients through uncertainty and support more informed decision-making. Relevant for all financial advisers who have insurance discussions with clients, join us to strengthen your risk advice conversations and help clients move from avoidance to clarity, confidence and action.
Your learning outcomes:
- Identify how optimistic bias, cognitive dissonance and status quo bias can influence client attitudes towards risk.
- Understand how fear-based messaging can activate avoidance or the fight–flight–freeze response, leading to disengagement or delayed decisions.
- Explain how present bias and temporal discounting can cause clients to undervalue future protection needs.
- Apply clearer information sequencing to reduce cognitive load and support better client understanding.
- Reframe risk conversations using language that builds relevance, reassurance and informed action.
Chris Aynsley - Director, Aynsley & Associates
Chris has nearly 40 years of leadership in the life insurance industry, He operates a nationally recognised commercial practice advising corporations, high-net-worth individuals, medical specialists, and agricultural enterprises. Beyond traditional consulting, his work is redefining the future of insurance and benefits delivery.
At the core of his success is innovation. He has developed industry-leading digital engagement platforms for employee benefits that simplify plan enrollment and personalize coverage decisions at scale. The proprietary digital advice algorithms and modeling tools he has developed are now considered benchmark standards—used not only by clients but also referenced by insurers and fintech developers seeking consultative input on next-generation advice logic.
Cecilia Farrow - Head of Professional Development, Financial Advice New Zealand
Cecilia joined Financial Advice New Zealand in 2024 and was instrumental in the development of Financial Advice New Zealand’s professional development framework, launched in May. Cecilia works alongside the Certification Committee to support advisers reach the highest level of expertise in their area of advice.
CPD: 1 hours
Member: Complimentary | Non-member: $50 (+GST)
A separate Zoom Registration Link will be emailed to registrants