Case Study

Partner centred conversations at top insurance company


Client need

This life insurance company was experiencing significant headwinds with a declining Advisor Market, high turnover of partners to new entrant competitors, and complex new technology solutions causing disruption. The requirement was to improve the capability of the team, so they can provide a best-in-industry experience for their Partners. Their Partners are the Financial Planners, Licensees and Financial Planning teams that provide Life Insurance products to their customers.

“I honestly wish that more carriers were able to do what you have done with our practice. You have demonstrated that you know who we are, what we are about, what our plan is moving forward and most importantly that you are invested in us.”

The solution

The program was implemented over a 6-month period. After extensive consultation with the business and customisation of content BTS delivered the following:

  1. Alignment and Mindset Simulation – BTS co-facilitated with the General Manager / key sponsor a session that helped employees align to the strategy and understand how their role contributed to this. They then experienced an immersive simulation to focus on growth mindset shifts required to be successful in current environment. BTS used its proprietary platform called Pulse to deliver a highly experiential virtual experience.
  2. Core program – the core program branded ‘Partner Centred Conversations’ was implemented to provide a core meeting structure and approach when engaging with Advisors. This consisted of 4 x half day sessions
  3. Leader program – leaders of the various divisions attended a workshop to coach to the ‘Partner Centred Conversations’ framework.
  4. Acceleration Series Modules – Short virtual development sprints designed to go add additional tools specific to the audience requirements.
  5. Coaching PODs and Go-Do’s – reinforcement activities were interspersed throughout the program providing opportunities for practice, on the job allocation and peer-to-peer learning.

The organisation have seen significant behavioural shifts and changes to the approach in how they engage with the Advisors.

  • 92% 6 months after the program quotes for their products have doubled compared to the previous year.
  • 6 months after the program the number of active advisers has increased by 40% compared to
    the previous year.

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