SURE: a new technique to ensure clients have understood your advice

We naturally ask the client if there is anything they didn't understand and often, the client replies “No”. Or we ask if everything was clear and the client answers “Yes”. But can we rely on these answers as being an accurate reflection of whether the client truly has listened to and understood that advice? The answer is NO!!

That is why, in this webinar, Jeff Heasman will outline his SURE technique for insurance and financial services professionals, based on concept checking, a method traditionally used in language teaching.

Concept checking is designed to determine, with as much certainty as possible, that the client has understood the advice. Easy to apply to day-to-day interactions with clients, the SURE technique will help avoid misunderstandings now and in the future.

Learning Objectives:

By the end of this webinar, participants will be able to:

• identify the key elements of the skill of concept checking
• recognise the risk of certain types of questions when dealing with clients
• implement a strategy to use the SURE technique to ensure clients have listened to and understood your advice

Speaker Biography:

Jeff Heasman is a leading international trainer and is recognised throughout the world for his work around soft skills within the insurance and financial services industries. Jeff holds both a bachelors and masters degree in laws and after many years of experience working within the legal and insurance industries as a litigation executive and senior liability adjuster, Jeff subsequently qualified as a language instructor and is a certified practitioner member of the Academy of Modern Applied Psychology.

Jeff has been Dean of the Faculty of Law at Cavendish University Zambia (CUZ) in Africa, where he was also a lecturer in the law of torts. He has also been a tutor in law and language at Swansea University. He has delivered courses in Business English to MBA students and company directors at ESIC University in Pamplona, Spain. He still provides personal tuition in communication skills to executives in banks and financial services across the world but especially in Turkey and Spain.

Webinar Platform

This webinar will be hosted via Zoom.

To view our image and video capture consent statement, please click here.

Please note: This event is a regional collaboration between the local institutes in the area. Your booking details will be shared with the Insurance Institute of Chelmsford and South Essex, which is acting as the host institute for this event.