Soft Market Skills - Webinar

Soft Market Skills

This session is the second in a series of two that focus on the soft market; both can be run standalone. This session builds on the learning from the first session to provide some key skills for mitigating and leveraging the soft market challenges. Trainer – Nick Thomas

Objectives

By the end of the session, delegates will:

• Understand some strategies for overcoming the challenges of a soft market in terms of account retention, premium and income suppression, and sales development

• Explore how and why these approaches are effective

• Explore skills to support delivery of these strategies

Learning and Content

• How to demonstrate and build a reputation for value

• Building solution and trusted advisor status

• Controlling the sale and the process - mere familiarity and building early influence. Assertive vs aggressive vs passive behaviour

• How and when to use different communication methods

• The decision-making dynamic and building consensus

• Diversifying income – the benefits, challenges, and solutions

• Brokers – asking for fee increases

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