As part of an innovative programme of support provided to financial planners and wealth managers who sell its products, a global insurance provider delivered BBR training to 250 participants.
IOWEU input:
The ‘Better Buyer Relationships’ programme was broken down into six sequential half-day workshops spread over a six-month period.
From workshop 2 onwards, the first 30 minutes of the sessions took the form of a plenary discussion recapping on the participants’ key take-aways from the previous workshop. Time was also taken to review how effort to change behaviours had been paying off and where further effort was required in behalf of individual participants. Each workshop followed the session plan set out by the ‘Better Buyer Relationships’ methodology and involved a powerful mix of best practice sharing, plenary discussion of new ideas put forward, practical hands-on exercises to cement understanding, case studies and role-plays to allow risk-free practice of new processes and techniques.
Outcomes:
Participant feedback both during the sessions and after the series completed, confirmed the usefulness and applicability of the BBR approaches in helping consultants improve client relationships and generate additional revenues.
Feedback:
“Have tested the ideas and proven their effectiveness by applying the concepts”
“Excellent workshop! It will definitely help me progress in my career.”
“Very useful and practical content. Thank you!”
“I do find the SHAPE questions very useful and will help me to probe more effectively when meeting my clients”
“Brought structure in our sales approach and new ideas to apply for better relationship management”
“Programme serves beyond just a reminder of how to achieve great relationships. I took home something great.”
"I feel confident that I can apply my new knowledge and skills back on the job."