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Session 3/4 Mastering Sales Conversion Toolkit:Society of Insurance Broking

Session 3 – Negotiate and write profitable business

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

•Prepare for negotiation so you increase chances of success
•Use strategies for effective trading and making offers
•Handle pushback so that you don’t concede too quickly
Recorded Jun 30 2020 44 mins
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Presented by
Melissa Kidd, Motem Ltd.
Presentation preview: Session 3/4 Mastering Sales Conversion Toolkit:Society of Insurance Broking

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  • Connect: How to make the best use of your mentoring platform Aug 12 2020 10:30 am UTC 30 mins
    Chris Murray, PLD Works, & Sabrina Toofany, Chartered Insurance Institute/Personal Finance Society
    A quick guide on how to make the most of Connect, the benefits of mentoring and how existing users have already benefited. We will end with a Q&A session, taking queries directly from you, our members.
  • Connect test webinar Aug 10 2020 2:00 pm UTC 60 mins
    Chris (PLD) & Sabrina (CII)
    Connect test webinar
  • Octopus webinar: The opportunity to advise on cash Aug 6 2020 12:00 pm UTC 75 mins
    Oliver Greensted & Caroline Flagg, Octopus Investments
    Join the team from Octopus Investments as they take a deep dive into the UK savings market and expose the value of advising on cash. Looking at the wider cash management market, they will highlight the pros and cons of using cash management solutions and which clients can benefit from your support. Arguably cash is a hot topic right now and you need to be engaging in conversations with clients in this area to ensure you are making clients assets work for them.

    Learning outcomes
    - Understanding the UK savings market
    - Why you should advise on cash
    - Understanding client scenarios and where cash management tools could solve problems

    Speaker Bios:

    Oliver Greensted
    Ollie has worked in the Octopus Cash team since joining the company back in early 2019. He is currently a Business Development Manager working with advisers located in East Anglia, London and Manchester. Ollie graduated in 2017 from Cardiff University with a degree in international business.

    Caroline Flagg
    Caroline is the Head of Octopus Cash. She joined Octopus in 2013 with seven years of sales experience in the recruitment industry. She initially spent three and a half years as a Business Development Manager for Octopus Investments and then made the move to Octopus Labs, the innovation arm of Octopus, to build a team and lead advised distribution for the new products coming to market, including Octopus Cash.
  • Investment decision making in the face of radical uncertainty Aug 4 2020 10:00 am UTC 90 mins
    Benjamin Kelly, Senior Thematic Analyst at Columbia Threadneedle Investments
    The COVID-19 Pandemic shocked the world and found global governments, healthcare systems and employers to be underprepared, under resourced and unclear on how to deal with its impacts.
    The impetus to act by investors may have compromised the quality of their decision making as they struggle to process the plethora of information intertwined in the media hullabaloo.
    Dr Ben Kelly, Senior Thematic Analyst at Columbia Threadneedle Investments will investigate why investor decision making is often compromised under these stressed circumstances and offer strategies to mitigate the impacts of behavioural biases on investor decision making

    Learning Objectives:
     Understand how market shocks can impact decision making

     Explain the key behavioural biases which drive decision making

     Utilise tools to identify and remove behavioural biases from your own and your client’s

    Speaker Bio
    Benjamin Kelly is a Senior Thematic Analyst at Columbia Threadneedle Investments. His principal responsibility relates to the development, delivery and integration of thematic research in particular sustainable outcome strategies across equity and fixed income portfolios. In addition, Ben leads the firm’s idea generation in behavioural science which includes providing behavioural insights to the investment teams regarding biases in investment decision making.

    Prior to joining the company, Ben worked in BlackRock’s Investment Institute where he combined macroeconomic research across equity, fixed income and real asset teams with expertise in behavioural finance and investment decision making. In this context, he worked with fundamental and quantitative alpha generation teams focusing on their investment processes and how these can be modified to combat behavioural biases.

    Ben is a current visiting lecturer in behavioural science at the University of St. Andrews and London School of Economics.
  • A serial entrepreneurs guide to buying or selling a business Jul 30 2020 10:00 am UTC 75 mins
    John Bailye, Alicia Taylor, James D’Mello
    Businesses - Buying them, Selling them and everything in between. This webinar will look to cover some of the things to have on your checklist when either buying or selling a company. We will look at some of the initial considerations when acquiring another company right through to how to manage the sales process on the other side. Finally, we will offer some input on ways to help your clients who may be going through this journey themselves.

    Learning Objectives:
    - Considerations when buying a business
    - The process of selling a company and how to prepare it for sale
    - Ideas to help your clients who may have sold their business

    Speaker bios:
    John Bailye co-founded and assembled the team that grew a start-up to a billion-dollars in market cap (formerly on Nasdaq: DRTE) with nearly 3,000 employees. He sponsored and co-founded the New Jersey Technology Council, now with 1,500 entrepreneurs as members, which is aimed at creating an exchange for entrepreneurs’ experiences and ideas.

    Alicia Taylor is responsible for Portfolio Development at the SidebySide Partnership and is deeply involved in the early analysis and review of prospective companies. Alicia previously worked within the Specialist Finance and UHNW Discretionary Portfolio Management divisions at Barclays Wealth & Investments, as part of the Graduate Scheme. Alicia is the initial point of contact for all Investee Companies and helps them through the review and investment process at the SidebySide Partnership.

    James D’Mello has over a decades’ financial services experience from a range of specialisms
    including Banking, Pensions & Investments. Working for companies such as Santander, MetLife and more recently, Kuber, he has a unique insight into the venture capital world. His role at SidebySide is to head up distribution & manage our relationships with wealth management firms, advice networks & other strategic partners.
  • Breakthrough Habits Jul 28 2020 12:00 pm UTC 120 mins
    Matt Anderson, Breakthrough Habits group
    Lasting change for good comes from better HABITS, rarely from better goals. It comes from focusing on taking action and shifting key mindsets consistently. Now, more than ever we need better habits to provide us more structure, sanity and control.
    We also need a mindset to steer us in a proactive and empowered direction – as much as is possible – for the sake of ourselves, our business, and our loved ones who need us as role models. We also need to innovate.

    Most people find it VERY hard to sustain new, better habits for more than a few weeks or, very occasionally, a few months. (Think about the failure rate of New Year’s Resolutions). If you want to grow on an ever-better, upward trajectory, virtually the only way to do it is through better habits. The purpose of this session is: To Put You on the Best Possible, Sustainable Trajectory for Consistent Growth in All Areas That Matter to You and BREAKTHROUGHS in Your Business.

    Join us if you want an easy-to-understand process to achieve ever-better results that will lead to breakthroughs

    1. Confidence that you really can achieve what you want by creating a game plan of achievable winning habits
    2. Belief that you really can achieve what you want by deciding who you need to be in order to reach your most important goals
    3. An immediate improvement in quality of life and self-respect that only gets better
    4. Implement a simple one-page tool/self-created success recipe that will help you bounce back from life events that throw you off course and will absolutely change your life if you use it consistently

    Matt Anderson from Breakthrough Habits group has been a repeat speaker: at Million Dollar Round and other UK and international financial planning conferences.
  • Redefining structured products: “SP’s, Need, Evidence & USP’s” Jul 21 2020 10:00 am UTC 90 mins
    Tempo Structured Products
    Particularly in light of recent and prevailing events, the presentation will start by thinking about markets, the investment backdrop and outlook, and portfolio construction / diversification considerations. What can professional advisers expect in terms of ‘alpha’ by active fund management or ‘beta’ by passive fund management; and what are the merits and benefits of including ‘alpha by contract’ via structured products, in diversified and balanced portfolios.

    Comprehensive data regarding UK retail structured product performance over the last decade is now available – and objective analysis of it evidences the virtues and value of structured products and the efficacy of including them in diversified and balanced portfolios. John Maynard Keynes is attributed with saying, ‘‘When the facts change, I change my views, what do you do?’’ This may be a good question for professional advisers to consider, when thinking about structured products.

    Structured products offer significant and important USPs. They can be designed to generate positive without requiring markets to rise, with a defined level of protection if they should fall. In addition, structured products equate to ‘investing by contract’, offering ‘alpha by contract’, based on legally binding, contractual obligations on the issuers to deliver the terms they state (in contrast with other investment options).

    Tempo aims to bring something different to the UK retail structured products sector, redefining structured products for professional advisers and their clients. Our focus is on ‘doing the right things and doing simple well with our deliberately defensive’ products. The presentation will highlight some of the things we do differently.

    Learning outcomes:

    1. Establish whether there’s a NEED to think about structured products

    2. Establish whether there’s EVIDENCE that structured products work

    3. Highlight the significant USPs of structured products

    4. Introduce Tempo Structured Products.
  • Where to find income in the capital markets post COVID-19 Jul 13 2020 10:00 am UTC 75 mins
    Wayne Readshaw - TIME Investments
    This session will look at the investment landscape following COVID-19, related uncertainty and, following a number of dividend reductions or cuts, how infrastructure investments can provide more predictable levels of income, growth opportunities and diversification as well as environmental benefits.

    Learning Objectives

    • Have a better understanding of capital markets and investor’s needs post COVID-19
    • Understand the characteristics of infrastructure investments
    • Be aware of how UK infrastructure can provide a consistent level of income
  • Rowanmoor Defined Benefit SSAS Recorded: Jul 8 2020 66 mins
    Matt Robinson & David Downie, Rowanmoor
    Join Matt Robinson and David Downie as they present the opportunities via Defined Benefit (DB) SSAS. They will outline how they offer a more valuable pension benefit – compared to defined contribution plans/schemes, for Ltd company controlling director business owners. The DBSSAS offers a solution for those impacted by tapered aa rules and or those impacted by MPAA. As a SSAS this scheme offers significant opportunities for business owners to combine their business interests with the pension. Converting company wealth into personal wealth. The DBSSAS truly offers the adviser the ability to offer added value in their services menu discussions with professional connections.

    Learning outcomes:

    • Understand the design fundamentals around the DBSSAS operating via small scheme rules
    • Compare and contrast the pension input rules – DB versus DC (money purchase)
    • Compare and contrast LTA rules – DB versus DC (money purchase)
    • Understand the costing (permitted company contributions) for each Defined Benefit secured
    • Explore the different client scenarios where the DBSSAS could be of consideration


    • Reasons why a Ltd company business could benefit from a DBSSAS
    1. Boost pension funding - make larger company contributions – secure a more valuable pension income
    2. Invest in client’s own business
    3. Enhance a company’s balance sheet flex
    4. Reduce corporation tax liability
    • How a DBSSAS works
    • DC SSAS and DB SSAS – what’s the difference?
    • DBSSAS contribution levels – how they are calculated
    • Benefits commence – Key Considerations
    • Client scenarios
  • The Business Relief advice journey Recorded: Jul 8 2020 73 mins
    Wayne Readshaw - TIME Investments
    This session aims to support advisers and planners considering Inheritance Tax planning for clients and will consider how Business Relief qualifying investments can provide an intergenerational planning strategy.
    The ‘advice journey’ from initial client discussions right through to post death options will be examined and how investment managers as well as independent researchers can provide support and resources to planners.

    Learning Objectives

    • Know how to assess future IHT liabilities
    • Understand how Business Relief can provide an intergenerational planning opportunity
    • Understand due diligence consideration on BR managers and provider support
    • Be aware of how to overcome client objections
  • Session 4/4 Mastering sales conversions toolkit: Society of Insurance Broking Recorded: Jul 7 2020 46 mins
    Melissa Kidd, Mote Ltd
    By the end of this session, participants will be able to:

    • Use techniques to handle objections and control the conversation
    • Develop strategies to prevent the most common objections occurring
    • Use phrases to avoid inflaming the situation and get the business across the line
  • Cashflow modelling from a practitioner’s perspective Recorded: Jul 1 2020 73 mins
    Graham Ponting, Clearwater (Prestwood Truth user), Alasdair Walker, H A & W (Voyant user), Ricky Chan, IFS (Cashcalc user
    •Graham Ponting – Clearwater (Prestwood Truth user), Alasdair Walker – H A & W (Voyant user), and Ricky Chan – IFS (Cashcalc user) will share why they started using cashflow modelling, how they use it with clients, how they develop their assumptions, and the benefits it has brought to their business.

    Learning outcomes:
    •Understand how three planners using different software operate cashflow modelling
    •What does cashflow specifically help identify/quantify
    •How does cashflow modelling support capacity for loss assessment
    •What is the most powerful element of cashflow modelling for clients
  • Making telematics more customer friendly Recorded: Jun 30 2020 41 mins
    Mike Brockman, CEO, ThingCo
    30 minute webinar:

    Telematics has seen a bit of a plateau over the last few years, but Mike Brockman thinks we are about to embrace a resurgence.
    Clearly Covid-19 has made consumers think more deeply about their mobility needs and whether they are getting good value from Insurance. Next Generation Telematics implemented in the right way offers both the Insurer and their customers the perfect way forward.

    Learning Objectives:
    1. What is next generation telematics
    2. Using Telematics as an effective underwriting and claims management tool
    3. How to create engagement with customers to improve customer satisfaction
    4. Addressing distribution challenges with Telematics
  • Session 3/4 Mastering Sales Conversion Toolkit:Society of Insurance Broking Recorded: Jun 30 2020 44 mins
    Melissa Kidd, Motem Ltd.
    Session 3 – Negotiate and write profitable business

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

    •Prepare for negotiation so you increase chances of success
    •Use strategies for effective trading and making offers
    •Handle pushback so that you don’t concede too quickly
  • Advising on defined benefit transfers Recorded: Jun 25 2020 71 mins
    Andrew Tully, Technical Director, Canada Life
    On 5th June 2020 the FCA produced their much awaited policy statement PS20/6 which implements significant changes within the Defined Benefit transfer market.

    During this session, Andrew provides an update on the policy statement and offers his thoughts on the associated guidance consultation GC20/1.

    Andrew Tully, Technical Director, Canada Life
    Andrew heads up the well-respected technical teams at Canada Life, who help advisers across wealth management, trusts, taxation and pensions. He regularly comments in the media, speaks at conferences, and spends much of his time helping advisers work through the opportunities arising from the many changes taking place in the retirement market.
    Prior to joining Canada Life, Andrew spent 18 years at Standard Life and also worked for 7 years at Scottish Equitable.
  • Session 2/4 Mastering sales conversations toolkit: Society of Insurance Broking Recorded: Jun 23 2020 49 mins
    Melissa Kidd, Motem Ltd
    Session 2 of 4: Positioning and persuading without being pushy

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

    •Demonstrate value by answering 3 key questions – which helps to move the conversation away from price
    •Recognise the 4 different personality styles so that you can adapt your approach and increase your persuasiveness
    •Build stronger relationships with underwriters
  • Recognising Vulnerability: the key 4 drivers and the impact of coronavirus Recorded: Jun 19 2020 52 mins
    Martin Lines, Business Development Director, Just Group Plc; Jon Dear, Member Engagement Director, Personal Finance Society.
    If ever there was a time to focus on how we improve the experience and outcomes for the most vulnerable, surely it’s now.

    The FCA has said that it wants doing the right thing for vulnerable customers to be deeply embedded into firms. But how do you go about that now that we have the challenges of coronavirus and social distancing?

    This webinar sees Jon Dear, Member Engagement Director, Personal Finance Society and Martin Lines, Business Development Director, Just. explore this issue and the key principles and actions firms can implement.
  • How can we help our clients to make better investment decisions? Recorded: Jun 16 2020 46 mins
    Jim Stacey, Head of Intermediary Business Development, Aberdeen Standard Capital
    What is behavioural finance? What behaviours prevent us from making the right investment choices? How can we improve our investment decision making?

    Join us as we examine how the study of behavioural economics allows us to better understand the decisions we make. We will explore the inherent biases clients must overcome to achieve their long-term investment goals, demonstrating how behavioural finance can help advisers to help clients make better investment decisions. Digging deeper, we will look at “noise” - the random and irrelevant variables that affect clients’ decision making.

    Learning Objectives:

    • Know what behavioural finance is
    • Understand bias and how this impacts decision making
    • Be aware of how to turn down noise to improve the decision-making process.

    Speaker bio:
    Jim Stacey joined Aberdeen Standard Capital as Business Development Manager in April 2014 from Standard Life and previously Axa Sun Life. In January 2019 he became Head of Intermediary Business Development. With 22 years experience in the financial intermediary channel, Jim has a real understanding and appreciation of the financial planning sector and the regulatory and commercial challenges modern investment and advisory businesses face. Jim is an Associate of the Chartered Insurance Institute and holds the Diploma in Financial Planning.
  • Session 1/4 Mastering sales conversations toolkit: Society of Insurance Broking Recorded: Jun 16 2020 50 mins
    Melissa Kidd, Motem Ltd
    Session 1 of 4 – Generating Leads & Networking skills

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

    •Explain what to do before, during and after a typical networking event to develop relationships and subsequent leads
    •Get started in a busy room when you don’t know anyone
    •Hold the 5 step networking conversation so that you can make a good first and last impression and
    •Recognise how and when to ask for referrals so that you increase your warm leads
The professional body for the global financial planning profession
The professional body for the global financial planning profession, the Chartered Insurance Institute Group (CII Group) promotes higher standards of integrity, technical competence and business capability.

With 128,000 members in 150 countries, the CII Group is dedicated to insurance and financial planning. Our membership covers all disciplines within the insurance industry (claims, broking, underwriting and sales), those working in the life and pensions sector and the mortgage advice market as well as independent financial advisers.

The CII is accredited by UK examinations regulator, Ofqual, and our qualifications are also recognised within the English national qualification frameworks. Success in CII qualifications is universally recognised as evidence of knowledge and understanding. Membership of the CII signals a desire to develop broad professional capability and to subscribe to the standards associated with professional status.

Our Royal Charter remit is 'to secure and justify the confidence of the public'​ in our members and in the insurance and financial services sector.


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  • Presented by: Melissa Kidd, Motem Ltd.
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