Webinar: Trust – building trustworthiness and trusted advisor status

In the insurance industry, in particular, we often focus on developing our technical skills, and our product and service knowledge in the belief that this alone will be all we need to win new clients, and then provide great service to existing clients. But of course if the prospect does not ‘trust’ us sufficiently we are unlikely to be appointed in the first place, and if our clients don’t trust us, it will be more difficult for us to bring value, and our position will be constantly under threat. This session focuses on the importance of Trust in prospect and client relationships, and how to build it.

Objectives

• Understand the importance of Trust with particular reference to winning new business and client retention and growth
• Understand how to build Trust
• Explore how we can apply these principles to our own roles and situations

Content

• The benefits of Trust and trustworthiness in client and prospect relationships
• The characteristics of a Trusted Advisor
• How does Rapport relate to Trust?
• Building Trust through the Trust Equation
• Stages of Trust building
• Adapting Trust building in the hybrid working world