CPD Webinar: Sales and client retention in the 'new normal'

Please confirm your attendance online and you will receive joining instructions within the booking confirmation email.

Content and Learning

• Research on the changing relationship dynamic between buyers and sellers – moving from ‘the age of the seller’ to ‘the age of the customer’
• The challenges this creates and how the new normal should only exacerbate the difficulties of developing our relationships with clients and prospects
• Exceptions to this ‘client apathy’ and the opportunities presented by the current environment
• How we can adapt our approach to achieve success in the new normal – the importance of social selling and where to use it. The use of ‘perspective’.

This session is broadly applicable to both our GI and PFS members. For continuity there will be reference to the GI hard market session but otherwise it is applicable across industry sectors.

Objectives

• Understand how the very skills and relationships we need to operate in a hard market could be compromised by the new normal of more remote working
• Understanding how the information age had already created huge challenges to advisers and sellers pre-Covid
• To appreciate how Covid and the hard market provides fresh opportunity to engage with clients and prospects
• Learn approaches and methodologies to overcome the challenges of the new normal and maximise the opportunities

Speaker Biography

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a professional coach and trainer. He is an Economics graduate with over 25 years corporate insurance broking experience.

He was a highly successful sales producer in the UK broking market before progressing into regional and then national sales leadership roles. As National Development Director at HSBC, Nick was one of only 40 people from a global workforce of 265,000 selected as part of the STARS programme to recognise exceptional performance. He is a highly trained consultative sales specialist, and his experience includes a secondment with a major management consultant to design a best practice sales process.

In the mid-2000s, Nick developed a chronic health condition; his journey to recovery fostered a new range of interests, and a passion for health, and performance. He studied widely, qualifying as a Master Practitioner in Neuro-Linguistic Programming (NLP), obtaining a Diploma in Life Coaching, before going on to study Corporate/Business Coaching with The Coaching Academy. Nick is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.

In the last two years Nick has worked in a self-employed capacity in training, coaching, and consulting. He works with a specialist adviser in Insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates provides wide ranging training solutions to the UK Insurance sector across Sales, Business skills and Technical insurance training.

In recent months, Nick Thomas & Associates have delivered highly acclaimed training and webinar series providing up to the moment solutions to the challenges of the developing ‘new normal’.