Intermediaries are required to reposition themselves amidst the pending shift in distribution models. The expectation of today’s consumer varies significantly from those of decades past. Reduced profits and cost pressures are forcing insurers to chart new territory, resulting in experimentation into new distribution channels. Sales persons need to be aware of these trends and of how to revitalise their value proposition to appeal to both the insurer and prospective clients.
At the end of the session participants will be able to:
- Understand the main drivers of change within the industry
- Discuss the changing relationships between insurer, intermediary and client
- Describe methods of building credibility and initial client relationships virtually
- Understand the need for confidentiality and data protection as collection and analysis of consumer data increases.
- Fundamentally rethink and transform value proposition
- Reinvent capabilities and reposition to play a central partnership role throughout customers’ lives.