The book, out on 6 October, will introduce advisers to two behavioural science techniques focused specifically on reaching out to clients from the ‘sandwich generation’.
The material is accredited by the Chartered Insurance Institute (CII) and accounts for up to three hours of continuing professional development (CPD).
The ‘sandwich generation’ are people aged between 45-60 years who are responsible for making financial planning decisions for themselves well as their parents and adult children.
Aviva’s book will be sent out to interested advisers free of charge and is accompanied by an online text and research material.
Its publication follows Aviva’s previous two behavioural finance books for advisers within the New Thinking range, the first published in 2012 as a guide to explaining adviser charging to clients and the second as part of a social media campaign in 2013.
All books were authored by behavioural scientist Paul Dolan and business author Steve Martin.
Intermediary director Andy Beswick said: “Research told us [the sandwich generation] are a hugely important part of the UK demographic and for advisers. They have complex needs and they need to be engaged with in a different way.
“We have worked closely with Professor Paul Dolan and Steve Martin, who are both experts in behavioural science, to come up with clear and practical guidance for advisers to help them deal with these issues as simply as possible.”
Interested advisers will be able to find out how to register for a free hard copy or e-book via @Aviva4advisers on Twitter and Aviva4Advisers on LinkedIn.
