Soft Skills Seminar Number Three 10am to 11am, Thursday 18th February

Soft Skills One Hour Seminars 10am to 11am, Seminar 3 - Thursday 18^th February 2021

The Personal Finance Society Hants and Dorset, Surrey and Thames Valley Regional Committees in association with the Insurance Institutes of Bournemouth, Guildford, Reading and Southampton have organised three exclusive 1-hour soft skills training sessions for all members, experienced and new, who wish to brush upon or learn these specialist skills. These sessions may be of particular interest to financial advisers, general insurance brokers and mortgage advisers, but would apply to anyone working within the Insurance and Financial Services Professions.

OBJECTIVES: To obtain new client soft skills.

SOLUTION – Three 1-hour coaching presentations.

Session 1 - Prospecting Networking ideas for more clients

Thursday 4^th February, 10am to 11am

1. A three-word ice-breaker to get prospects to engage
2. How to deliver a 60 second magnetic presentation
3. How to identify and avoid time wasters
4. How to maximise every networking opportunity
5. How to book a one to one without selling
6. How to put together an elevator speech that works
7. How to book face to face meetings from networking events
8. Which networking events to look for and which ones to avoid

Session 2 - Automatic Referrals and Professional Introducers

Thursday 11^th February, 10am to 11am

1. The exact words to use to ask for introductions (referrals) without looking desperate
2. Prospecting ideas that work
3. The timing of when to ask for an introduction (referral)
4. The nine words to use to get more introductions (referrals)
5. How to get professional introducers to give on-going leads
6. Where to find professional introducers
7. What to say word for word to get professionals on board
8. How to set up a seminar for professional introducers

Session 3 - Handling objections to turn a Not sure and need to think about it into yes decisions

Thursday 18^th February, 10am to 11am

1. The agreement principle. How to stay in rapport without building up resistance
2. Giving permission to the prospect to keep their objection
3. Exact words to re-enter the conversation with the prospect’s participation
4. How to re-introduce new choices for the prospect
5. Confirming the desired outcome with the prospect
6. Getting a now decision instead of a “think it over” response
7. Increase your conversion rates
8. How to keep the client’s attention from start to finish

The cost of each 1-hour presentation will be £10 for PFS/CII members and £12 for non-PFS/CII members. If you wish to attend all three sessions, you will need book on each date separately, maximum total cost £30 (£36 from non PFS/CII members). Your attendance will be confirmed once you have booked online. There is a maximum of 500 delegates. If we are oversubscribed, you will be placed on a waiting list.

The sessions will commence at 1000 hrs sharp and finish by 1100 hrs.

The course presenter is Bernie De Souza.

Bernie is a renowned International Speaker and Executive Business Coach, who has presented to financial professionals all over the world www.berniedesouza.com

Any questions please email the Personal Finance Society Hants and Dorset Regional Committee on hantsanddorsetpfs@outlook.com.

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