AIA: At the sharp end

There's no doubt that coming from an intense back-office environment, focusing on the operational part of the business, to what we call the ‘sharp end' of insurance -the adviser businesses and groups, and the connection with the consumer market - brings a fresh perspective, especially in a new regulatory environment.

Essentially, no one - the adviser, the insurer, or the reinsurer - gets paid until the business gets issued, not to mention the client getting the protection they want.

It seems to me what advisers really want is to be paid fairly and efficiently for the work they do, and to comply in this new world. Let's face it - you can chase whatever commission you like, but 200% of nothing is still nothing; the business has to go in first.

Adviser groups now make up about 80% of the insurance distribution market, and some may be struggling to deliver the experience relative to the brand promise when considering what advisers really want. If the key reason for joining any group is to improve the customer on-boarding experience in a compliant manner (including getting all stakeholders paid), then many will be disappointed.