Face to Face CPD Morning at Lanhydrock

Winning solid rapport in seconds, master soft questioning skills, and influencing clients with integrity (Bernie De Souza, The Global Coaching Company Ltd)

During this presentation, Bernie De Souza will share some tried and tested techniques in a fast paced, interactive, field-based presentation.

This keynote will leave the delegates with the exact words to use and how to deliver them, to help their clients to say ‘yes’ in a comfortable manner, using the exact 12 Magic Words. The presentation will demonstrate how to keep the client in their comfort zone using soft skills throughout the process.

In this entertaining presentation, Bernie will help you to perfectly match what is in our potential client's mind and how to avoid the words and actions that usually delay decisions. He will share the skills of handling uncertainty and delays from potential clients.

Finally, Bernie will demonstrate how to build solid trust and rapport in the first 15 seconds with the exact words to use with only 2 simple steps.

Learning Objectives

• Rapport and building solid trust in seconds with everyone you communicate with
• Get your prospect to pick you in the first few seconds
• The exact words to connect with everyone you meet
• What prospects look for in people
• How to create an instant bond with prospects
• Why the back of the mind makes the rapport decision
• The visual trigger to create trust
• Using tone to relax the prospect
• How long it takes for the rapport decision

Speaker Biography

Bernie De Souza is a World-Renowned International Speaker, Best-selling Author and leading authority in helping Professionals to get more clients with these key skills.Bernie specialises in helping professionals with client acquisition, by explaining the exact words to use, to influence prospects and clients with Integrity to say yes please, more easily.Bernie has spoken in over 50 countries helping people with skills like how to close more easily, how to fill their diaries with quality appointments and get Automatic referrals plus many more skills.Bernie teaches these specialist skills at conferences, workshops, one to ones and blended learning programs.

Learning objectives

• The importance of protecting your clients' income
• How to start the conversation with your clients
• How to close the sale

Speaker Biography

Steve is the National Protection Consultant for LV= and has spent the last 8 years supporting the growth of protection within advisers businesses.

Why being "Exit Ready" is good for Business (Stephen Ford, Melo)

In business, there’s a saying: “A company that is always exit-ready is a company that is always well-run.” Whether a sale is soon or a long way off, adopting this mindset unlocks stronger profits today and drives higher future valuations. We will break down being exit-ready and why it matters across the business journey. We’ll explore valuation fundamentals, the exit process, practical strategies for succession and contingency planning, risk management, and building a high-quality client base.

A Q&A will allow discussion of issues that matter to you.

Learning Objectives

• Succession planning
• Contingency Planning
• Risk management
• Firm valuation principles
• Exit Process

Speaker Biography

Stephen is an experienced financial services professional with a diverse background spanning advisory, strategy, and business growth. He is a Chartered Insurance Institute (CII) Level 6 Adviser and has held senior roles including acquiring IFA businesses (now working on behalf of sellers at Melo) as well as in management positions within IFAs.
At FE fundinfo, Stephen was responsible for software strategy and product design across the entire financial planning process, including the integration of AI. Earlier in his career, he held director-level roles in the mobile phone sector, focusing on strategy, marketing, and commercial finance.
Beyond financial services, Stephen has consulted widely on organisational development. He holds a PhD in Psychology, an MBA, and professional qualifications in Mergers and Acquisitions