Bridging the Generational Gap – overcoming the challenges dealing with older and more experienced clients

Overview

When Nick first wanted to move into sales roles in his mid-late twenties, he was told he did not have enough grey hair. Thirty years later, and sadly this is no longer a problem he faces! However, a consistent theme in conversations with our clients, are the challenges that their younger, inexperienced employees face engaging with more experienced clients. This might include young underwriters with experienced brokers, as well as young brokers dealing with older clients and prospects. This session explores some of the key challenges and provides practical tools that young professionals can use to overcome them.

Learning Objectives

• To understand the key challenges for younger, less experienced [insurance] professionals dealing with older, more experienced clients, prospects, and brokers
• To develop practical skills and approaches to overcome these challenges

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