CPD WEBINAR : BEST PRACTICE SKILLS AND METHODOLOGIES IN A HARD MARKET
Content and Learning
- Understanding the client position
- Controlling client dialogue and expectations
- Maximising available spend
- Demonstrating innovation
- Differentiating the risk
- Engaging and managing the market
- Managing broker time
- How to exploit new business opportunities
- The need for trusted adviser status and how we can achieve it through a consultative approach
This session is more GI specific as the first half or so of the webinar is talking about the GI hard market and some trading strategies to address, but the second half of the webinar is about how these strategies demand best practice methodologies – trusted adviser status and how to achieve through a consultative approach. These skills are applicable to all.
Learning Objectives
| · To provide hard market trading skills and strategies for brokers to build their effectiveness in terms of both client and market interaction · Understand techniques to protect your client from competition · Understand techniques to insulate against the market cycle · Understand how to exploit market conditions for new business acquisition · To understand how insurers can support their Broker partners
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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’.
Joining instructions will be sent nearer the time of the event. If you are unable to attend, please cancel at your earliest convenience to allow another member to attend.
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CII Accredited
This demonstrates the quality of an event and that it meets CII member CPD scheme requirements.
1 hour's CPD can be claimed for this event if relevant to your learning and development needs.
It is recommended that you keep any evidence of the CPD activity you have completed and upload copies to the recording tool as the CII may ask to see this if your record is selected for review. Details of the scheme can be viewed online at www.cii.co.uk/cpd.