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Leading the way: who inspires you?

We asked some of our Members which individuals within the broking industry and beyond inspire them. This is what they had to say… Inspiring and educating staff “Any brokerage that is inspiring and educating their staff and growing their business is an inspiration to me, as well as those that take the time out of […]

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Review & Learn

How often have you not won a case and convinced yourself that the potential client "just didn’t understand" and that you "did all that you could"? Taking a moment to review why you won or didn’t win a case is really important. It’s too easy to blame the customer for "just not getting it" or the insurer for "I could get the price".

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Terms of Reference (TOR)

A quality TOR is the most important tool in the kitbag of the broker who is successful at winning new clients. A TOR is a document (perhaps just an email) that both parties exchange, it details exactly what each will do during the process, when they will do it and what will happen once it’s been done.

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Teamwork & Favours

Day Nine of the 12 Days of BIBA from Our Chief Network Officer, Richard Pitt, comes to you live from BIBA. Watch the video below to find out about how teamwork and favours can make a huge impact on winning new clients.

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You Appeals

In an earlier blog, I talked about the importance of quality questions and introduced the concept of a client ‘Terms of Reference’ (TOR). The TOR is critical and far more than a ‘moral contract’.

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Barriers & Objections

A barrier is something that you come up against that prevents you from winning new clients. Objections are things that your new customers come up with that prevent you from winning new clients.

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Your BIBA survival guide!

Attending BIBA this year? If not, then why not? You may dread the thought of workshops, speeches and bumping into people who you don’t know, but the best brokers go with a plan, execute their plan and use the experience for their own benefit.

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