Aviva develops protection sales aids for advisers

Aviva is launching a range of support materials to help advisers broach the topic of protection with clients and is re-running its TV ad campaign on life insurance.

The support materials will include written guides and video case studies, along with information on potential life stage protection triggers and how to spot clients’ hidden protection needs.

Aviva says the materials cover common objections that advisers can expect from clients and how to overcome them.

To compliment this, Aviva is re-running its life insurance TV advertisement, featuring Paul Whitehouse, on terrestrial channels from February 20.

Aviva’s protection awareness campaign began in January 2011 with its national TV ad promoting the benefits of life insurance.

In September, the provider launched an income protection campaign on ITV and in December it launched a campaign on ITV highlighting the benefits of investments, retirement planning, health and life insurance and car and home insurance.

Aviva head of protection sales and marketing Louise Colley says: “Family life is such a compelling topic – it really helps to get consumers engaged so we are helping advisers to shift the focus of conversation away from finances and on to families.”

Plan Money director Peter Chadborn says: “There is a definite appetite to learn more about protection advising techniques, so the timing is quite good. And if it is of the same quality as the adverts then I suspect this will be a good idea.”