Broker Trading In a Hard Market

Thursday, 17 June 2021
1:00 pm – 2:00 pm
    • Nick Thomas, Specialist Advisor , Nick Thomas & Associates

Broker Trading In a Hard Market

This first in our hard market webinar series, builds on the learnings of session one but also stands alone in its own right. Informed by the experience of working in a multiple hard markets over many decades of experience, allied to an up to minute appreciation of insurance market developments, this session provides proven broker strategies (in working with both clients and the market) to optimise hard market outcomes.

About Nick

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 forty 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 practise 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 Nero-Linguistic Programming (NLP), obtaining a diploma in life coaching, before going onto 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 advisor in the insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates.

Learning Objectives;

  • To provide hard market trading skills and stratigies for the brokers to build their effectiveness in terms of. both client and market interaction
  • Understand techniques to protect your client from competition
  • Undertand techniques to insulate against the market cycle
  • Understand how to exploit market conditions for new business acquisition

Content & Learning

  • Overview challenges to brokers and clients in a hard market
  • Understanding the client posistion
  • Controlling client dialogue and expectations
  • Maximising available spend
  • Demonstrating innovation
  • Differentiating the risk
  • Engaging and managing the market
  • Managing broker time
  • How to exploit new business opportunities

CII Accredited

This demonstrates the quality of an event and that it meets CII member CPD scheme requirements.

1 hour's CPD can be claimed for this event if relevant to your learning and development needs.

It is recommended that you keep any evidence of the CPD activity you have completed and upload copies to the recording tool as the CII may ask to see this if your record is selected for review. Details of the scheme can be viewed online at