Redefining adviser support: From insight to impact

 Jim Hunter, Protection National Sales Manager at Aviva, highlights how BDMs empower advisers through tailored support, technology and insights to drive growth and meet Consumer Duty.

Following my previous article on maximising insurer relationships, it's clear that strong adviser partnerships with Business Development Managers (BDMs) are crucial for success in the protection industry. And while many insurers talk about support, at Aviva, we’re reshaping what that really means. We’re combining human connection with smart technology to help advisers not only meet their FCA Consumer Duty responsibilities but also to thrive in a changing  world.

Support that fits around you

Building on the foundation of open communication, our Aviva BDMs are more than just points of contact for advisers, they’re strategic partners. Whether it’s engaging with their advisers through various media, including face-to-face visits, telephone account management, video conferencing, or digital webinars, we make it easy for advisers to connect in the way that works best for them. This multi-channel approach ensures that advisers receive consistent and comprehensive support tailored to their needs, fostering a collaborative and responsive partnership. It’s about being there when it matters, with the right support at the right time.

Learning that goes beyond the product

We’ve reimagined the digital learning experience. Our online roadshows cover diverse topics such as income protection, business protection, boosting income through trusts, and the cost of cancer.  These sessions have been well-received, with advisers appreciating the variety of topics, the ability to learn on catch-up, and the opportunity to ask live questions during events. This access to a wealth of knowledge and expertise allows advisers to stay informed and ahead of industry trends without stepping away from their business.

Putting Consumer Duty into practice

Consumer Duty isn’t just a compliance box to tick, it’s a chance to do better by clients. That’s why our BDMs go beyond product talk to help advisers improve their business mix, develop soft skills, enhance advice processes, and protect their businesses and customers. This holistic approach ensures that advisers are well-prepared to meet their Consumer Duty requirements, helping to make their business practices more compliant and customer-centric, reducing risks, and enhancing their reputation.

Turning data into action

We’ve invested in cutting-edge MI tools that give advisers a clear view of their business, from customer activity and advice habits to submission trends and marketing engagement. Our BDMs use these insights to highlight missed opportunities, spot risks, and support smarter decision-making. By leveraging these advanced data insights, advisers can make informed decisions that enhance their business strategies and outcomes. The ability to access such detailed and real-time information. It’s data with direction and it’s changing the game.

Building resilience through knowledge

Our support doesn’t stop at sales. Our BDMs actively present non-product topics to advisers. We help advisers tackle the tough stuff, like disclosure, persistency, and what good control really looks like. These conversations empower advisers to manage potential customer issues proactively, improving their business resilience. By gaining control over potential issues before they arise, advisers can ensure smoother operations and better customer satisfaction.

Planning for growth, together

Every adviser’s journey is different. That’s why our BDMs work side-by-side with them to build tailored growth plans, backed by real-time performance data and market insight. This collaboration ensures that advisers can create strategic plans that drive business growth, keeping them competitive and successful.

Looking ahead

At Aviva, we believe that great support is about more than just being available, it’s about being valuable. By blending personal relationships with powerful tools and insight, we’re helping advisers deliver better outcomes, meet their regulatory responsibilities, and grow with confidence.

Because when advisers succeed, so do their clients. And that’s what we’re here for.

It takes Aviva.

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