Who should attend?

This Workshop is suitable for anyone in the financial services sector who engages with customers and clients online, on the phone or face-to-face. It has specific value to frontline advisers in the insurance and financial services sector.

Objectives

• Develop a comprehensive understanding of vulnerable clients and their unique needs.
• Gain proficiency in identifying vulnerable clients based on FCA and...

Many advisers and brokers spend valuable time revisiting past clients and discussing protection with new clients. Unlike a mortgage, protection can be deemed a non-priority at present and without effective influencing skills, clients can quickly push back. 

This 45-minute online session examines clients' four objections surrounding protection - Budget/Price, Not Now/Wrong Time, Lack of Trust and Won't Work. 

Paul then shares strategies that will allow you to...

Using the unique Stepping Stones © methodology

Referrals as the major method of gaining new client ticks all the boxes in professional services. Be you an IFA, a mortgage broker, solicitor, accountant, referrals gives you massive advantages.

A 90% closing ratio, they follow your recommendations without hesitation, it has a very low cost of sale enabling superior client service, removes risk from the client’s perspective, there's little or no competition and you’re able to...

Skills for salespeople, team leaders, managers and senior execs to present quickly and seamlessly, ensuring audience engagement and commitment

Paul's one-day live online workshop aims to help you become a natural online presenter. Building on his professional speaking experience in the real world plus online presenting over the last decade, he can coach and guide you to become your best.

Presenting online has today become the number one skill required of salespeople,...

Presentation Excellence - guaranteed to improve your speaking skills

If you'd like to perform in front of people with confidence and panache, convince audiences to act on your message and thoroughly enjoy standing and presenting in public, this might be the most important course you've attended.

This highly acclaimed and exclusive workshop guarantees to improve your confidence and skills in speaking in public.

Paul Archer is a successful professional speaker in his own...

Who should attend?

This Workshop is suitable for someone new to the insurance or advisory business or for someone who wants to refresh themselves before embarking on an insurance selling model.

Content

Session One - Sales Cycle and Customer Prospecting

• The sales cycle of the 21st century, helping your customer to buy rather than being sold to
• Prospecting techniques, sales pipeline management, securing appointments by phone
• The...

Artificial Intelligence capabilities of PowerPoint that will engage your audiences to take action. Do you wish you could use PowerPoint like a professional?

Want to be faster, smarter, and slicker with the presentation tool some people love-to-hate?

PowerPoint has recently been supercharged by its "deep pockets" owner Microsoft with some gorgeous AI – Artificial Intelligence. As a result, you can now turbocharge your slides with little effort letting the tech do all the hard...

Neuro Linguistic Programming (NLP) is probably the greatest advance that man kind has made in the field of communication. Selling is all about communication and building lasting relationships with clients.

This programme applies the art and science of NLP to the selling process and brings with it revolutionary and trusted methods to increase salespeople's  results.

Simply, if the methods are practised and applied, increased results are guaranteed.

• Master...

Essential techniques to influence, communicate and build relationships with customers

Learning how to influence and persuade others is one of the most valuable and transferable skills to have. In order to influence the thinking and the behaviour of others, and persuade them to your way of thinking, you need to communicate confidently, build a relationship and remain assertive even when pressurised.

This course is designed to enable you to be more confident, influential and...

10 Strategies to build commitment with clients during the mortgage and protection sales process

During the fast-paced 45-minute online session, Paul will take you through ten strategies and ideas to enhance the closing within your sales cycle. Clients need a gentle prod now and then to move things along to the next stage. 

It's vital that you influence them to continue along your advice steps, as they can receive all your advice and recommendations without resorting...

A 2 Hour Online Session where we explore the techniques to generate leads online for financial advisers.

Until now you’ve survived quite comfortably on referrals, servicing your client bank and the various leads received by your professional connections. This may be enough except you’re wanting to expand and scale your business and need more leads. You can buy them via online adverts or via aggregate sites but these are becoming increasingly more expensive and often don’t bring in...

A 2 Hour Online Session firm up your ability to quickly fix appointments from any lead – referrals, orphan client, database, bought lead or online prospecting

You’ve formulated your personal marketing plan or lead generation operation but empathising the methods that work for you and your practice.

After all you’re not a one person marketing department and can only spend one day a week on personal marketing.

The next challenge is to persuade or influence the...

A Live Virtual Workshop on how to find your customer's needs without interrogating them.

Factfinding can either be a form filling exercise, which AI apps tend to operate. Or robotic mortgage advisers. Or it ca be a conversation between two or three people exploring and discussing everything before advice is formulated.

With the addition of a couple of tools, Paul shows you how you can be the latter. Something to enjoy and for the client to gain value from. To demonstrate you...

You’ve spent ages achieving your advisory status. Exams, tests, role-plays and compliance all contributed to you being ready.

You’re now a mortgage adviser and can give advice. Your customers are expected to accept your advice, that’s their duty, after all you’re fully qualified.

But that doesn't always happen. Sometimes they look elsewhere for a mortgage adviser, or go online after you’ve spoken to them. Even worse, they buy the protection plan online after you’ve spent...

Ideal for the front-line sales coach to improve the sales results for their sales teams

The workshop will cover:

• What is coaching?
• Opportunities to coach
• Planning coaching
• Real-time coaching
• The GROW technique
• Questioning skills
• On the job coaching and feedback
• Non verbal communication
• 1:1s
• Listening skills
• Practice sessions

The one day workshop explores coaching and...

Session Overview and Content

In this practical, relevant, interactive 45-minute keynote, Paul Archer introduces you to the immense power and benefits of adopting a management and leadership coaching style. If you want the gift to help others grow around you and to impart your skills, knowledge, and wisdom, then this session will inspire you.

Join Paul Archer for 'Empowering Growth: A Toolbox Approach to Coaching and Mentoring,' a dynamic keynote presentation...

Paul Archer will introduce you to the immense power and benefits of adopting a coaching style of management and leadership. If you want the gift to help others grow around you and to impart your skills, knowledge, and wisdom, then this session will inspire you.

With a flutter of interaction (chat box contributions, solo activities and a Q&A at the end, Paul will illustrate and present on:

• Being crystal clear as to precisely what coaching is in modern business. Its...

Moving from a transactional style to consultation.

A recent survey asked customers to identify what suppliers do that helps their buying process. More than 80% of the responses mentioned these practices:

• Listen and respond to my needs. Don’t sell me your product. Solve my problem.
• Present solutions honestly and simply.
• Don’t try to dazzle me or make your product look better by putting down the competition.
• Follow up faithfully. Stay in...

Delivered to your new BDMs, strategic account managers, or account managers to assist them in evolving from gloried salespeople to strategic key account executives highly valued by your corporate clients.

It can be delivered on a one-to-one basis over several online sessions of around an hour, each spread over several weeks.

1. Goal setting and Action Planning - topics and personal needs/wants

2. Defining KAM - structure, stages - transactional to partner,...

A 2 Hour Online Session where we explore how to read customers' buying signals on video.

Designed for salespeople by a salesperson and delivered to hundreds of salespeople since the lockdown accelerated the need to sell on video.

Beyond lockdown, salespeople worldwide are seeing the benefits of selling online via video, and customers are embracing it, too. Yet we cannot read body language or instinctively know what the customer thinks or feels when on video. But do...