Sales and Client Retention in the New Normal

Anyone involved in Sales or Client Relationship Management in General Insurance Brokers, Insurers, Loss Adjusters, other suppliers and PFS members

Before Covid-19 changed our ways of working we were already moving into the first real hard market in a generation which was always going to result in challenges when dealing with our customers. Throw into the mix almost all communication moving virtual (at least for a while) and this is one of the biggest challenges to our customer relationships we’ve ever seen. This session will explore communication in this situation, what affects the virtual world is having and how we can get the most out of virtual contact.

This webinar will enable participants to:

• Understand the importance of close client relationships and trusted adviser status particularly in a hard market and how this may be compromised by more remote working
• Understand the research on showing challenges for Sellers pre-COVID-19 and in the virtual world
• Learn approaches and methodologies to overcome these challenges and maximise the opportunities
• Understand the importance of social selling
• Understand the use of ‘perspective’ to exploit the opportunities to break client apathy

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.

Nick 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.

The Insurance Institute of Bradford values and respects diversity and strives in all of our activities to take account of and respect the interests of all people it serves. There is an expectation that all speakers / presenters and attendees will act in this way too. Please see our Equality Policy on our website.