Negotiation Skills for Insurance Brokers

Negotiating is such a key part of a broker’s role and yet very often brokers receive little training on how to handle this crucial part of the sales process. This means that brokers can roll over too quickly when they’re faced with push back and end up writing business that is not as profitable as it could have been, if they’d had some effective strategies and skills.

This interactive and practical 2 hour session will address some of the typical challenges faced by brokers in a soft market.

By the end of this session participants will be able to:

• Prepare so that common mistakes can be easily avoided
• Respond appropriately when faced with pushback or stand off.
• Explain the 5 principles of negotiation
• Flex their style so that they can build stronger relationships with key underwriters

What will be covered?

• Common mistakes and how to avoid them
• Must-do preparation to help you succeed (and think on your feet quickly should you find yourself in a sticky or stand-off situation)
• Dealing with push back – 5 ways to handle it
• How you can increase your power and leverage
• 5 principles of effective negotiation
• What to do when they won’t budge? 5 phrases that can help
• Building relationships with challenging underwriters!

About the Speaker:

Melissa Kidd, Director of Motem Ltd which specialises in helping insurance professionals to communicate more effectively. She's worked with the CII since 2012 as well as Zurich, Marsh, NIG, Lycetts, Broker Network, BIBA and Higos to name a few.

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