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

CII Accredited

This demonstrates the quality of an event and that it meets CII member CPD scheme requirements. 1 hour 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 www.cii.co.uk/learning/cpd/.

Soft Market Skills - Webinar