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Handling Difficult Conversations

This webcast addresses tough conversations we often need to have with clients, management or employees. Successfully approaching and dealing with them is essential to your success in business.
Recorded May 5 2015 43 mins
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Presented by
Alyson Pellowe - PVHR
Presentation preview: Handling Difficult Conversations

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  • Handling Difficult Conversations Recorded: May 5 2015 43 mins
    Alyson Pellowe - PVHR
    This webcast addresses tough conversations we often need to have with clients, management or employees. Successfully approaching and dealing with them is essential to your success in business.
  • Influence, Negotiation and Winning Business Recorded: Mar 10 2015 41 mins
    Paul Hodder
    Paul Hodder from Bitesize Learning will take you through some of the essential skills required to win business in an extremely competitive landscape.
  • Microsoft Office Mysteries. Excel, Word & PowerPoint. Recorded: Dec 4 2014 22 mins
    Nova IT
    This Webinar will cover top tips for faster working, easy efficiency improving techniques and common frustrations.
  • How to be a Standout Insurance Firm in the Social Media jungle Recorded: Oct 30 2014 49 mins
    Philip Calvert, LinkedIn Trainer/Strategist, Social Network Founder
    As the founder of LifeTalk - the award-winning social networking site for financial advisers, Philip Calvert brings startling behind-the-scenes insights into how individuals and insurance brokerages can leverage LinkedIn and social media to attract profitable new customers.

    In this unmissable webcast, Philip will share tips and many little-known techniques to help you stand out from the crowd, including:

    - Why it is now essential for brokers to have a clear Social Media strategy within their business
    - How to make your LinkedIn profile become immediately and measurably more visible to target customers
    - Common errors being made by brokers on LinkedIn, and how to fix them
    - How to find potential clients on LinkedIn and the right way to contact and engage with them
    - How to use LinkedIn Company Pages and LinkedIn Showcase Pages
    - How to use LinkedIn as a strategic asset of your business

    By the end of the webinar, you will have a clear pathway and a proven set of tools to successfully leverage LinkedIn within your business.


    Follow Philip on Twitter https://twitter.com/philipcalvert
  • The Future Of Flood Insurance in the UK Recorded: Jul 16 2014 59 mins
    Tom Woolgrove (interim CEO – Flood Re)
    The memorandum of understanding (MoU) between the ABI and the government surrounding Flood Re will be nearing its first anniversary, and the Water Bill received Royal Assent in May. The UK also suffered multiple storm and flood events over the winter. With this in mind, what developments has the insurance industry experienced since the signing of the MoU? How will Flood Re deliver a solution to an issue that is of concern to many brokers and their clients?
  • The 4 Step System to Consistent, High Quality Referrals Recorded: Jun 18 2014 46 mins
    Matt Anderson, Founder, Referrals Academy
    Most brokers know that if they want to double their business with higher quality prospects, they need referrals from their best referral sources. But few have received any training on how to do it in a way that works for them.

    In this workshop on 4 Steps to Consistent, High Quality Referrals, you will learn a simple four-step system that is:

    a) Very easy to understand – narrowed down to four words

    b) Practical and easy to implement right away

    c) Replicable for anyone willing to do the press-ups afterwards

    d) Full of examples of non-threatening wording you can use with all those you have quality relationships.

    Matt Anderson, founder and president of the Referrals Academy, has grown his business almost exclusively by referrals and now trains and coaches not only across the UK and US but on multiple continents.
  • Changes to the Top 50 Brokers: Lessons from the past, trends for the future Recorded: May 21 2014 43 mins
    Olly Laughton-Scott, IMAS Corporate Finance
    This webinar looks at how M&A activity has impacted the Top 50 Brokers over the last 10 years and examines the drivers for change that will affect the value of broking houses in the future.

    At this webinar you will discover:

    · The principal changes to the Top 50 Brokers

    · How the ownership profile has dramatically developed

    · How to keep up to date with market activity

    · Likely future developments

    · The drivers affecting the value added by brokers going forward


    After a career in the City, Olly Laughton-Scott founded IMAS Corporate Finance in 1992. Since then it has done well over 100 M&A deals. For the last 10 years IMAS has produced the Top 50 Broker Survey in conjunction with Insurance Times. IMAS and its partners have an unrivalled research capability allowing it to identify the fullest range of buyers and sellers.
  • 5 ways the FCA could change your business in 2014 Recorded: Apr 23 2014 48 mins
    Andrew Samuel, Holman Fenwick Willan LLP
    This webinar analyses the FCA’s first year from a broker’s perspective and reveals 5 key insights to keep you ahead of the game in 2014.

    We will discuss:

    · Remuneration: structuring of individual broker remuneration
    · Distribution Relationships: risks posed by Coverholders and Appointed Representatives
    · Sales: FCA Market Reviews including the sale of additional coverages
    · Fines: Lessons learnt from the past 12 months
    · Client Money: Are you compliant?
  • Brokers: grow your profits and avoid the race to the bottom Recorded: Mar 12 2014 55 mins
    Peter Anscombe, Director, Lambden Associates Limited
    A webinar designed to help you uncover and communicate the value you deliver to clients and avoid the Priceberg - the otherwise inevitable consequence that you are trapped into selling on price. You will learn:

    - the unique characteristics of insurance which open the door for value selling
    - why clients buy on price
    - how to uncover your sources of value
    - a methodology for capturing and communicating your Client Value Proposition


    Peter Anscombe MA (Sales Management) FCIM MCMI
    Director, Lambden Associates Limited.

    Peter has had a long career in the sector, and has worked for a number of well known broking houses. He now operates as a consultant helping businesses to become more successful. He has developed a methodology for discovering and creating Client Value Propositions in a format that produces clear and compelling messages across all sales and marketing communications.
  • 12 Ways to Spot Underinsurance Recorded: Feb 12 2014 45 mins
    Lorna Harrington, Director, Barrett, Corp & Harrington Ltd
    By way of case studies of buildings, Lorna will take you on a whistle-stop tour of 12 common ways to spot ‘the likely suspects’ of where underinsurance is sure to be found.

    It is the insured’s responsibility to set the buildings sum insured but how do they know that it is correct? Experience suggests that brokers are asked to advise and clients seek help from inappropriate web based information. Neither is best practice and the former is a sure route to litigation. Even if the insured has built the property themselves, the figure is unlikely to be the correct base on which to set the insurance policy.

    The aim of the session is to help insurance professionals highlight cases where a valuation should be an integral part of the risk management strategy. It will broaden the audience’s knowledge so that the conversation about underinsurance does not take place in front of a burnt out building.


    About your speaker:
    Lorna Harrington is a Director at Barrett, Corp & Harrington Ltd, an RICS regulated surveyor that specialises in insurance valuations for buildings and contents. Prior to setting up BCH in 2006, Lorna had worked at Cunningham Lindsey as a Risk Solutions Manager, AIG Private Client Group as the Residential Services Manager and at Chubb Insurance as an Appraisal Manager for Chubb Masterpiece. Lorna started her career as a Lloyds broker, Bain Hogg (Aon), placing fine art and historic houses business in the London Market.

    Her personal business interests are the valuation of listed buildings and historic monuments and helping clients to achieve a more realistic valuation on their contents items. Lorna holds a post graduate diploma in Historic Building Conservation (RICS) and an MA in the History of Art and Architecture.
  • Young drivers: Still an accident waiting to happen? Recorded: Jan 30 2014 35 mins
    Ashley Cole, Aqua; Andy Kirk, Quartix; Neil Hawley, Institute of Advanced Motorists
    The issues and insurance premiums surrounding young drivers make sensational news headlines. This webinar gets behind the sensationalism, explains and challenges the status quo, and demonstrates why brokers could be best placed to deliver a solution.

    At this webinar you will discover:

    - The real factors that influence young driver insurance
    - The many roles of telematics and what difference it really makes
    - Easy steps that make young drivers safer
    - How Aqua is providing a solution for young drivers
  • How To Achieve A Premium Price When You Sell Your Broker Business Recorded: Nov 27 2013 46 mins
    Roddy Simpson, Co-Founder, Resolution Partners
    Achieved price multiples for brokers and MGAs vary greatly.

    It is often the case that a vendor can receive a spread of offers where the highest is more than twice the lowest.

    This webinar looks at some of the key factors that influence price multiples, and identifies some of the things that vendors should do to prepare themselves ahead of sale in order to ensure that when they come to sell, they achieve a premium price.

    About Your Speaker:
    Roddy Simpson co-founded Resolution Partners with Hamish Ridgwell in 2001, as a specialist insurance-focused corporate finance advisory firm.

    Resolution Partners provides independent, objective and expert corporate finance advice to owner-managed and institutionally owned brokers, MGAs and intermediaries in connection with corporate strategy; mergers, acquisitions, disposals & MBOs; and raising equity & debt capital.
  • The FCA - 6 Months Down The Road, What Should Brokers Know? Recorded: Oct 23 2013 47 mins
    Paul Wordley, Partner at Holman Fenwick Willan LLP; Andrew Samuel & Carol-Ann Burton, Holman Fenwick Willan LLP
    This live webinar will provide an introduction to the new UK regulatory regime for brokers under the supervision of the Financial Conduct Authority ("FCA").

    It will consider the approach and statutory objectives of the FCA and how the new regulatory regime affects brokers and their customers. Particular attention will be paid to the steps taken by the FCA since its creation on 1 April 2013 (including its focus on product development and wholesale markets, its thematic studies in the insurance market and the more robust approach being taken to enforcement).

    The webinar will also cover some of the anticipated changes to the regulatory environment for intermediaries at a European level, including the proposed revision of the Insurance Mediation Directive and other European consultations on the distribution of insurance products.
  • The Secrets to Leveraging LinkedIn - What Every Insurance Broker Needs to Know Recorded: Sep 18 2013 47 mins
    Philip Calvert, Professional Speaker on Social Media Sales Strategy; LinkedIn Trainer / Strategist; Social Network Founder
    Philip Calvert's workshops on how to leverage LinkedIn have produced startling results for professionals and in this special webinar for insurance brokers, he will reveal both proven and little known techniques to enhance your profile, reputation online and ultimately win new business. Philip will also reveal his personal 'killer strategy' for leveraging LinkedIn and wider social media tools.

    If you're an insurance broker and are not seeing enough return from using LinkedIn or social media, then don't miss this!

    Philip Calvert is a professional speaker on social media and the founder of LifeTalk - an award-winning social networking site for financial advisers. He was recently voted as the Professional Adviser Magazine Personality of the Year in the UK and one of the Top 5 Tweeters about Money.
  • Aqua Focus Recorded: Jun 11 2013 5 mins
    Paul Woods, Head of UK Underwriting
    Aqua household products: It's a lifestyle choice.
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    Ashley Cole, Head of Aurum
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Personal & Professional Development webcasts for UK Brokers.
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  • Title: Handling Difficult Conversations
  • Live at: May 5 2015 1:00 pm
  • Presented by: Alyson Pellowe - PVHR
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