Zurich targets risk panels

Langton joins Zurich

Victoria Young

Thu 22 May 2008

The evolution of dealer groups towards appointing a panel of insurers has led to life office Zurich Financial Services Australia creating a new centralised role.

Former Asgard Wealth Solutions New South Wales regional manager Nick Langton has joined as Zurich national key accounts manager. Prior to Asgard, Langton was BT Wrap Services national account manager.

The move by dealerships towards having life risk provider panels makes it necessary to have an account manager who can sit across investments and insurance, Zurich investments director Matthew Drennan told InvestorDaily.

Langton's success will be measured by his ability to build relationships with key decision markers in Zurich's top tier clients and get products on preferred lists, he added.

"Financial advisers are seeking to provide holistic financial advice and address the full range of their clients' needs for wealth protection and wealth creation," Zurich investment management and life general manager Catherine Hallinan said.

"Dealer groups are also moving to more limited approved lists for providers of life insurance, so Zurich has decided to establish the head of key accounts role in order to provide the very best in product and service across investment and life products for these dealer groups."

In June last year, Genesys Wealth Advisers axed its list of preferred insurers from 13 to just four in a bid to make risk writing easier for advisers.

Aviva, CommInsure, Macquarie and Tower won a tender to service the network of 400 advisers that generates $13 million in new risk premium annually.