Broker soft market skills

• Soft market challenges for Brokers. Threats to existing clients, premium and commission suppression. Competitor action.
• Strategies to protect and grow existing accounts, and maximise sales.
• Skills and approaches to achieve these strategies:
  • How to demonstrate and build a reputation for value
  • Building solution and trusted advisor status
  • Controlling the sale and the process
  • ‘Mere familiarity’ and the importance of ‘early influence’.
  • How and when to use different communication methods
  • The decision-making dynamic and building consensus
  • Diversifying income – the benefits, challenges, and solutions

• This session will be engaging, interactive and fun. Laughter is the lubricant of learning!

By the end of the session, delegates will:

• Understand some strategies for overcoming the challenges of a soft market in terms of account retention, premium and income suppression, and sales development
• Explore how and why these approaches are effective
• Explore skills to support delivery of these strategies

Where: Leicester Marriott Hotel, Smith Way, Leicester LE19 1SW

When: Thursday 13th November

Timings:

15:30 Arrival Tea and Coffee break

16:00-17:30 Presentation / Discussion

17:00-18:30 Post-Meeting networking, with canapes and drinks

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a professional coach and trainer. Nick 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.

Since 2018 Nick has worked in a self-employed capacity in training, coaching, and consulting, including within the Mergers and Acquisitions sector. In 2020, he founded Nick Thomas & Associates.

Nick is in regular demand for podcasts and other media work. Visit LinkedIn or the company website for more information.

There will be tea and coffee on arrival.

We would love for you to stick around after the session to network and meet some of the team at CII Leicester, and as such there will reception drinks and canapes after the session.

Please let us know of any dietary requirements. Parking is available at the hotel and instructions will be provided within the confirmation email when registering.

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