Course 1
Face-2-Face
Speakers:
Chris Unwin
Sue Laing
CPD Points
AFA: 6.5
FPA: 5.5
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The Face-2-Face
Advice Process -
Maximising Effectiveness and Results in Life Risk Advising
Chris Unwin joins with Sue Laing to bring you a full day of sales and technical content which will take you to new heights of effectiveness in your life risk advising.
This course will have you thinking differently: about your communication of the concepts of wealth protection; about the fact finding and the needs analysis and presenting the recommendations so that you reach acceptance by the client; about what field underwriting is and how to manage the client's expectations from the beginning to a better and less stressful result; and about the final 'delivery' process which will pre-empt the next review.
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Course 2
Business Succession Planning
Speaker:
Sue Laing
CPD Points
TBC
expected 5 to 6
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Making Business Succession Planning a Reality: the CVP you
can offer
The drive to build this workshop came about as a result of witnessing many advisers coming out of technical BSP training and having no real way to link and apply their new knowledge, in practice, to a new SME advice service.
Sue Laing conducts this day and delivers it with a passion borne of witnessing many businesses benefit from the right advice, about a topic the proprietors would never have otherwise faced and addressed - if it hadn’t been for committed advisers.
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Course 3
Life Risk Products
Speaker:
Sue Laing
CPD Points
TBC
expected 5 to 6
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The Ins & Outs of Life Risk Products: a generic ‘what’s what’ of product
Many years ago life insurers took on the responsibility of training advisers in what products do and how they work in practice. Neither life insurers nor tertiary financial planning education courses offer this generic training now and many advisers find themselves in the deep end or having ‘lost’ some of this knowledge over the years. That lack of knowledge dilutes the efficacy of any research used; worse, it could lead to inappropriate recommendations. So The Risk School is filling this gap.
Sue Laing will present this course, using her history in product development and research as her technical base.
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Course 4
Sales Success Strategies
Speaker:
Chris Unwin
Sue Laing
CPD Points
TBC
expected 4 to 5 (this may be less from FPA due to the nature of this course) |
Sales Success Strategies That Work for Life Risk
The more “selling skills” workshops are run in the industry, the more they are attended. Why? Taking clients on the path to acceptance of recommendations is as much of a relationship and communication exercise as it is a technical one and that has been recognised for a long time when it comes to life risk insurance advising. But these relationship and communication skills are complex and need to be underpinned by professional and robust practice management to be truly effective. This course positions these skills in the context of a well-structured advice and support process. Chris Unwin will present this workshop in conjunction with Sue Laing.
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