And can we help influence their behaviours, to advise or hand off?
Equally, how many advisers who are engaged in protection and are striving to increase their effectiveness and volumes are struggling to make that leap?
How can the market help them to do so – is it by better processes, better support and service or by better pricing?
I could go on, but the principle is more important than the details for the purpose of this piece.
As a market we must work in partnership, pool our data and understanding and begin to truly understand advisers – then react, meeting their needs of tomorrow.
Ours is a market rich in data, but less rich in interpreting that data to drive better outcomes.
Let’s start by better understanding advisers.
Paul Yates is product strategy director of iPipeline
