Focus on Learning & Development
Q: What are the typical things the Learning & Development department are working on?
A: A main focus for the team is the protection strategy programme that we are currently running for 20 of our business partners. This is a series of modules run on a monthly basis to help build a strong protection culture within a business.
Running over a period of up to six months and working closely with the advisers and business owners as a team, the results can be outstanding. The programme can be delivered specifically for one business and all of its advisers, selected advisers of a specific business, or for smaller-sized businesses.
Other than protection, the other area of focus that that can have the biggest impact on an adviser’s or business’ performance is lead generation, and so my team also run these workshops pretty much every week.
Two new additions to the training suite are the new build workshops and a leadership development programme. This is a modular programme designed to help business leaders get the best out of their teams.
Q: How does an adviser and business owner get the best out of what Learning & Development offers?
A: Without the business owner fully embracing learning and development within their company and without them working with us to help them improve performance, then the impact will be minimal.
Working with us right from the beginning of a training request to ensure all participants are bought into the event is essential. Stating clear objectives for what is expected following the training, working with us post-event to implement the learning, and then evaluating the results.
Those businesses and advisers with the right mindset and buy-in can change and improve anything with our help, but the learning culture has to be led by the business owner. Unfortunately, this is often where things go wrong, with business owners thinking that arranging training with MAB for the advisers is ‘job done’!
Q: What initiatives have you implemented to help with this?
A: Working closely with business owners and advisers in the field has been one of the biggest changes. Rather than running one-off workshops, we are running a series of modular ones designed to change an entire mindset and culture within a business.
These are bespoke to a business or combined businesses, and target the areas they specifically want help with, thus enabling us to create a more habitual focus on protection. We also now work much more closely with our protection providers to ensure that their resources are effectively utilised alongside ours.
Q: What do you feel are the most important changes advisers need to make to become prolific protection writers?
A: In most cases, a whole mindset change is required and with that comes a passion for protection, which is hugely important. This is an area we focus on a great deal at the beginning of our training programme. They also need to have a full product understanding of their own proposition, as well as their competition’s, such as the aggregator sites.
Being fully skilled in lifestyle questioning to help the client understand what’s of most importance to them, as well as the possible consequences of not taking out the appropriate protection, is of massive importance and our top protection writers do this extremely well.
If you haven’t visited the learning and development centre on MAB Online then I would encourage you to do so to view the video clips of some of our most successful protection writers - with more video interviews soon to be added.
Q: How does Learning & Development differ at MAB?
A: Certainly from my experience, we work far more closely with advisers and businesses than anywhere I have worked and we evaluate our workshops through the continual measurement of results.
Our product providers continually tell us that no one else in the market place is doing anywhere as much as what MAB is doing to support its advisers and business owners; but ultimately the end result is down to how determined you are to make the changes required.
Q: What new initiatives are there in Learning & Development?
A: The new MAB Online allows us to share all of our material with advisers, and allows for advisers to create groups and forums so that social learning can take place by sharing tips, success stories and ideas.
MAB Online has a load of other information around protection, from both MAB and the providers, including video which is a fast- growing method of learning.
We have used this as a medium to allow some of our most successful protection sellers to share their techniques and thoughts as to why their protection sales are so strong. Take a look if you haven’t done so already!
Our e-Learning is a constantly evolving learning mechanism that allows delegates to learn at their own leisure, as it can be accessed via their laptops and smart devices. All of our workshops have a supporting e-Learning programme to help reinforce the message.
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