Gaining client and prospect attention in the virtual world

We welcome all members & guests to attend at lunchtime webinar, via Zoom. This webinar is being delivered by Nick Thomas, who is a highly respected trainer in the insurance market. Nick Thomas & Associates work with over 40 Insurance Institutes up and down the country in addition to Insurers, Brokers, Recruitment Consultants and other corporates.

The Insurance Institute of Southampton hope that you are enjoying the free webinars which we are putting on for you during this period when we are unable to offer face-to face seminars. Whilst we have been unable to raise funds through our well supported raffles in aid of The Insurance Charities during this time, we are continuing to support this worthy cause and if you would like to make a donation which would go towards helping those in need, perhaps the cost of your raffle ticket or that longed for frothy coffee we have all been missing out on, then please visit our Virgin Money Giving Charity Page to offer your support:

https://uk.virginmoneygiving.com/IIS-Soton

Overview

Research into ‘virtual selling’ shows that gaining client or customer attention and maintaining engagement is the biggest challenge to ‘sellers’ with 91% reporting this to be somewhat or significantly challenging. We explore the shifting buyer-seller [adviser-client] dynamic of recent years, how new, complex and risky environments present opportunities to engage with prospects and clients and the tools to grasp the opportunities.

Learning Objectives

By the end of this webinar, delegates will be able to understand:

• the importance of close client/customer relationships and trusted advisor status, particularly in a hard market and how this may be compromised by more remote working;
• the research on challenges for sellers pre-COVID-19 and in the virtual world;
• learn approaches and methodologies to overcome these challenges and maximise the opportunities;
• the importance of social selling;
• understand the use of ‘perspective’ to break client/customer apathy.

About the speaker:

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 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. Nick is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach. For several years Nick has worked in a self-employed capacity in training, coaching, and consulting. He works with a specialist adviser in Insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates.