Webinar: Broker Trading Skills and Strategies in a Hard Market

We are now working in the first ‘hard market’ for many years, and as such there is a whole generation of insurance professionals and clients who have never worked in these conditions. Hard markets require a different set of skills and approaches to those required in the soft phase of the cycle. This session seeks first to understand the perspective of both the broker and the client, and goes on to explore how we can use this understanding to adapt our trading strategies to maximise client outcomes.

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.

In the last two 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.

Learning objectives:

By the end of the session, participants will be able to:

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