Unlocking success: Seven tips to maximise your insurer relationships.

 Jim Hunter, Protection National Sales Manager at Aviva, shares his tips on building strong insurer relationships through Business Development Managers.

In the protection industry, your relationship with your Business Development Managers (BDMs) is crucial for success. BDMs support you by providing insights, resources, and strategies to enhance your business. They have access to market trends, customer research, and training resources that can help you grow. Here are seven tips to make the most of your relationship:

1. Open communication Effective communication is the foundation of any successful relationship. Share your business goals, challenges, and feedback. Regular meetings, whether in person or virtual, ensure both parties are aligned and working towards common objectives. Keep the lines of communication open and let your BDMs know if you need more frequent catch-ups or have specific topics to discuss.
   
   
2. Leverage their expertise BDMs are well-versed in market trends, product knowledge, and sales strategies. Tap into this wealth of knowledge to stay ahead of the curve. Ask for insights on new products, market developments, and best practices to enhance your service offerings and provide up-to-date advice to your clients.
   
   
3. Seek training and development opportunities Continuous professional development is essential in the ever-evolving financial industry. Take advantage of training sessions, workshops, and seminars offered by your BDMs. These opportunities help you stay updated on industry trends, regulatory changes, and new product offerings, enhancing your expertise and credibility.
   
   
4. Provide constructive feedback Feedback is a two-way street. Don’t hesitate to provide constructive feedback to your BDMs. Whether it's about the effectiveness of a strategy or the quality of support received, your honest feedback can help BDMs improve services and better meet your needs.
   
   
5. Build a personal connection While professionalism is key, building a personal connection with your BDMs can strengthen the relationship. Take the time to understand their interests, preferences, and working styles. A strong personal connection can make it easier to navigate challenges and celebrate successes together.
   
   
6. Set clear expectations Setting clear expectations from the outset can prevent misunderstandings and ensure a smooth working relationship. Communicate your expectations regarding support, communication frequency, and performance metrics. This clarity helps both parties stay focused and accountable.
   
   
7. Stay proactive Adopt a proactive approach in your relationship with BDMs. Rather than waiting for issues to arise, anticipate potential challenges and work with your BDMs to address them proactively. This forward-thinking mindset can help prevent problems and ensure a more productive partnership.

In summary, a strong relationship with your BDMs is key to mutual success. By communicating openly, leveraging expertise and opportunities, and staying proactive, you can truly benefit from this partnership. Together, you can navigate challenges and celebrate successes, ensuring your clients receive the best possible advice and service.

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