Lunchtime Online CPD Networking - Dec 2020 - Client Retention and New Business in the ‘New Normal’

Presentation Overview:

The webinar will focus on the importance of trusted adviser status and the consultative approach. It will teach us about the ‘client apathy cycle’ and the ‘age of the customer’, and it will highlight the exceptions to the cycle and how these are present in the current environment.

Attendees will learn how to overcome the challenges of client apathy by using the methods of social selling and perspective selling.

Speaker: Nick Thomas

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.

In the last two years Nick has worked in a self-employed capacity in training, coaching, and consulting. He works with a specialist adviser in Insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates.

Venue:

Online joining instructions will be included in your booking confirmation email - please do not share the link.

Learning Objectives:

At the end of the session, attendees will:

• Understand the importance of close client relationships and trusted adviser status; particularly in a hard market and how this may be compromised by more remote working
• Understand that there were already challenges to the adviser or seller pre-Covid – client apathy
• Learn approaches and methodologies to overcome these challenges and maximise the opportunities
• The importance of social selling
• Understand the use of ‘perspective’ to exploit the opportunities to break client apathy

Audience:

The session is aimed at all CII/PFS members or guests who would like to have a better understanding of the importance of close client relationships, its challenges and how to overcome them.

A certificate of attendance is available online to download after you complete the online post event survey.

Please ensure your email address is kept up to date with the CII website and that you allow the local Institute to contact you.

Join our Linked in Group here

New Facebook page here