Behavioural science can support advisers - Aviva

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Aviva has launched a behavioural science book to support adviser conversations with clients.

The New Thinking text aims to help advisers facilitate better conversation and how behavioural science can make it more successful.

The book describes nine effects that can influence behavioural change and has been based on focused interviews with advisers.

Andy Beswick, intermediary director at Aviva, said: "We know that many advisers are concerned about how best to communicate business changes. This is especially the case with charging, as getting it right is absolutely key."

It aims to offer practical suggestions on how advisers can effectively talk about fees. There are also supporting videos that can be used for unstructured CPD.

The book was written by Professor Paul Dolan of the London School of Economics, and business author Steve Martin.

Professor Paul Dolan, London School of Economics, said behavioural science was attracting significant and growing interest in business because it can influence day-to-day behaviours of people through subtle changes.

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