PARADIGM PROTECT TO HOST ‘SOFT SKILLS’ TRAINING SESSIONS WITH AVIVA IN SEPTEMBER
21 August 2023
Paradigm Protect, the directly authorised protection proposition - which is part of Paradigm Mortgage Services - has today (21st August 2023) announced a series of ‘Soft Skills’ training sessions in conjunction with Aviva.
Taking place on multiple dates throughout September (5th/12th/20th and 27th) and each lasting an hour, the sessions will tackle a different element on how to use soft skills to start and continue the protection conversation with each client.
Paradigm and Aviva said these sessions are structured to help both experienced advisers looking to enhance their discussions, and newer advisers needing support on how they get started. It is also available to those who are currently in training and not yet providing advice.
Run by Strategic Account Manager, Dan Wall, an experienced presenter from within Aviva, the training will cover the following:
1) In the first session, Aviva will cover all the steps advisers can take to ensure the client is fully committed to the appointment, how to build rapport and trust with the customer, and how to set clear objectives.
2) The second session will look at how advisers can help customers explore their protection needs by using questioning techniques aimed at open conversations.
3) The third session will look at different objections an adviser might face, what they mean, and how to approach them.
4) Finally, the last session will delve into how advisers summarise their recommendations and cement solutions to identified problems.
Four hours’ of insurance Continuous Professional Development (CPD) can be earned by attending all four sessions.
To register for these training sessions, and to view Paradigm’s full CPD event roster, please visit: https://www.paradigm.co.uk/CPD/events
Paradigm also offer a full CPD Academy, which is free to use; to register to join, advisers should visit: www.paradigm.co.uk/CPD/
Mike Allison, Director of Protection at Paradigm, commented:
“We know that having the protection conversation with every single client is now more important than ever, particularly in light of the new Consumer Duty rules that were introduced on the 31st July. However, we also have to acknowledge that, in the current economic environment, having this conversation can be a difficult, and sometimes tricky, ask, especially when clients might raise a number of financial-related objections to protection.
“Therefore, in conjunction with Aviva, we are hosting these four ‘Soft Skill’ sessions which will take advisers through the entire protection conversation process from planning and preparation through to revealing needs, presenting the solution, handling objections and concluding the recommendation. By attending these sessions, not only can CPD be gained, but advisers should come away with plenty of ideas and hints on how best to start having meaningful conversations with their customers about protection, while meeting their responsibilities under the Consumer Duty rules.
“With over 100 individuals now registered for the first session, it is clear this type of training is in high demand from a range of advisers and other client-facing staff. We therefore believe this session is a must-see and we welcome all intermediaries to join us.”
