Events

Whether you work in an insurance or personal finance role understanding the motivations behind buying decisions can inform your comprehension of clients, customers and colleagues decision making beyond pure sales scenarios. We might think that our clients make rational, logical buying decisions, but the truth is that the human brain uses mental shortcuts, known as heuristics, to make sense of complex decisions. Whilst these short cuts aid speed of decision making, the results are often irrational. This session will allow delegates to not only understand these heuristics and cognitive biases, but also to develop the skills and strategies that are essential if we want to influence buying behaviour in the real world, not just in theory • Introduction and context – why behavioural economics matters for insurance professionals • Core biases in organisational decision-making. To include: o Anchoring o Framing o Prospect Theory to include Loss Aversion o Status quo bias o Social proof o The endowment effect o The sunk cost fallacy o Reciprocity • Application to client and prospect strategy to include diagnostic discovery questions, framing strategies, choice architecture

Hawkins Marine Webinars Series Register here: https://www.hawkins.biz/news/hawkins-marine-webinars/

Hawkins Marine Webinars Series Register here: https://www.hawkins.biz/news/hawkins-marine-webinars/

This 1.5 hour CPD breakfast session is suitable for PFS members and takes place at the Alverton Hotel, Truro, TR1 1ZQ. The event is provided by Bordier and Foresight, split into two parts. After breakfast rolls and pastries delegates will receive a presentation covering retirement income advice followed by a session covering business relief for IHT planning, and navigating new budgetary changes.

Hawkins Marine Webinars Series Register here: https://www.hawkins.biz/news/hawkins-marine-webinars/

Funded ACII Tuition 995 Strategic Underwriting Starting Mon 27th Oct 2025 930 Advanced Broking Starting TBC (late Oct, early Nov 2025) CALLING ALL MEMBERS OF PLYMOUTH & CORNWALL INSURANCE INSTITUTE! Are you enrolled onto an ACII unit but need some help with revision and study? If you are enrolled or plan to enrol onto a ACII unit, please check this upcoming programme of study support as it might be just the help you need towards achieving your ACII.