AXA coaching program brings new business

A newbusiness coaching program has seen AXA lift new business inflows from its advisers by 28 per cent.

The program has been rolled out in Queensland, where average new business inflows had been running at nine per cent a year.

Since introducing the coaching program a month ago, inflows are up 28 per cent, says AXA practice management project manager David Greenberg.

The coaching program, run by Jim Stackpool’s Strategic Consulting and Training (SCAT), focused on the 29 dealership practice managers.

“We went through a process of coaching the managers who, in turn, are coaching the 600 practices in the AXA dealer groups,” Greenberg says. “The coaching focussed on the business drivers of a practice which include financial competence, business planning, marketing, training and compliance.”

Stackpool won the tender for the coaching program after AXA looked at training organisations from both inside and outside the financial services industry.

Greenberg says the coaching was to teach dealer groups about the business cycle — from the start-up phase through the growth phases to succession planning and sale.

Greenberg says not all of AXA’s dealer groups will take part in the program, which is not compulsory.

Greenberg would not comment on whether the recently acquired ipac group will take part in the program.

Money Managementunderstands ipac will continue to operate as a separate dealer group within AXA, reporting directly to the senior management team, rather than the distribution general managers.