Name: Soft Skills: Fact Finding and Effective Questioning
Start: 2020-06-12T09:00:00Z
End: 2020-06-12T09:00:23.000Z
Location: BrightTALK
Rating: 5

Hello and welcome to the Paymentshield BrightTalk channel where we host free professional webinars designed to help you have more general insurance conversations with your clients.

Regional Sales Manager, Keith Smith, will walk you through Paymentshield's Home Insurance offering

Home Insurance: 2024

Regional Sales Manager, Conor Davis, will be showcasing how to get the most out of your GI business when using Paymentshield. The webinar will cover;
- Different ways to quote
- New technological enhancements
- How to overcome objections and more

Maximise your GI business

Regional Sales Manager, Danielle Goodwin, will be taking you through all the support Paymentshield can offer you and your clients during your GI conversations

Leveraging technology to support your GI conversations

Emma Purdy, Paymentshield TBDM, will be talking through our new quote journey and how it can help with your GI conversations

Paymentshield's New Quote Journey

National Account Manager, Jeni Law, will go through:
- Helping your clients avoid the pitfalls of going online themselves
- How your advice outweighs the perceived benefits of going online
- The benefits of focusing on advice vs price
- Why discussing GI with clients is so important in today's cost-of-living crisis

The value of your advice

In support of this year's National Conversation Week, we'll be putting your questions to our panel of Paymentshield and industry experts on topics ranging from general insurance to the big industry questions.

This year's theme is all about how asking questions is an important part of developing deeper conversations and trying to eradicate the stigma often attached to asking what might be considered silly questions. Instead, they should be seen as something that is useful, especially when discussing your clients' GI needs.

The panel included: Paul Shearman, The Openwork Partnership, Martin Reynolds, Simply Biz, Vincent O’Connor, The Right Mortgage, Brian Brown, Defaqto, Louise Pengelly & Dean Marson, Paymentshield.

Ask us anything panel

The aim of the session is to help you imagine...
- the possibilities the remortgage opportunity can bring in 2022
- the benefits that come from fulfilling your duty of care to your remortgage clients with a conversation about GI
- enlightening your clients about the risk of underinsurance
- how easy it might be to have a conversation about GI using our selection of tools and resources

Imagine reassuring your remortgage clients

To help your business grow, we takes a look at how you can incorporate GI into your remortgage sales process. As well as exploring the tools at your disposal when discussing GI with remortgage clients such as Premium Flex, our data enriched Quick Quote experience and other materials.

What Can You Learn From Netflix?

This panel discussion will cover the key points in the changes and where the opportunities are for advisers

Panelists include;
Rob Evans - CEO, Paymentshield
Barry Pappin - Director & Protection Specialist, Vita
Carl Wallis - Compliance and Risk Director, SBG
Neil Hoare - Commercial Director, HLP

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What will the changes on GI pricing practices mean for the industry?

Alistair Morrison, who has risen through the ranks at Paymentshield to the role of Regional Sales Manager, will look at how to easily and effectively incorporate a conversation about GI with your remortgage clients.

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How to create a remortgage habit to boost your GI business

Paymentshield’s National Account Manager, Brian Coulton, will cover the non-standard opportunity and why clients might need your help. The panel will also discuss the importance of having the right cover in place and why advisers shouldn’t be afraid. Our panelists are:

Craig Powell - New Business Development Manager, Towergate Riskline
Mark Hutchings - Director, Berkeley Alexander
Harry Peters - B2B Operations Manager, CETA

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The Non-Standard Opprtunity

In our final session delivered by one of our experienced Regional Sales Managers, Frankie Selwyn will be covering some of the tools to help you create a truly successful sales process, such as our quote system, Defaqto compare tool and our Marketing toolkit.

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How to build a kick ass GI sales process

Paymentshield’s Customer Advocacy Manager, Liz Harris will be looking at why customer loyalty is important and how GI can create it and help to ring fence clients. Our panellists are:

Gary Tarleton - Managing Director, Real Life
Shaun Grant - Senior Partnerships Manager, Sky
Laura Fisher - UK Customer Success Manager, Trustpilot

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How can businesses today build customer loyalty?

Paymentshield’s Director of Insurer Relations, Joe Bishop, will be looking at what people actually claim for vs what they think they will claim for as well as any emerging trends and risks. Our panellists are:

Tim Wright - Partnerships Director, RSA
David Hughes - Technical Strategy & Best Practice Manager, Property Claims, AXA
Michael Hankinson - Claims Relationship Manager, Zurich

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Clearing up Claims Confusion

In this session, Paymentshield Regional Sales Manager, and former mortgage adviser Dean Marson, will cover how our panel of insurers and 5-star Defaqto rated cover can help advisers win business and compete against comparison sites.

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How to beat the internet every time

Paymentshield’s National Sales Manager, John Price will highlight the real size of the opportunities that exist for advisers today.

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Keynote: The Opportunity Iceberg

A follow up to the discussion started at the BE GI virtual conference on what the main driving factors are in the Buy-To-Let market and how advisers can make the most of the opportunities. 
Hosted by Paymentshield's Brian Coulton, with special guests Roger Morris, Distribution Director at Precise Mortgages; Matt Hardman, Director at The Buy-To-Let Broker and Mark Hutchings, Managing Director at Berkeley Alexander.

Buy-To-Let Panel Discussion

Paymentshield’s Head of Marketing Jennifer Ripley will be encouraging the panel to share their thoughts and expertise on how advisers can build or improve their online presence to help drive client engagement and support the long-term success of their business.

Be GI Virtual Conference – why/how should advisers build their online presence?

To help you in your conversations with clients, Jeni from our BDM team examines the difference between soft and hard facts, the different styles of questions such as open-ended, pause and reflective, and how you can use them with your clients. She also covers techniques for handling any objections you may face.

Soft Skills: Fact Finding and Effective Questioning

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