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

Event 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 Outcomes

Delegates during this session will:

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

Speaker Bio

Nick Thomas – principal, sales and communication skills, performance trainer and coach

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a widely qualified 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. He is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach. Nick has worked in a self-employed capacity in training, coaching, and consulting since 2017, including as a specialist adviser in Insurance sector M&A (Mergers & Acquisitions) sector. He set up Nick Thomas & Associates in 2020 in response to demand from his industry network for training solutions designed and delivered by people with a background of working in the industry.