Martin Richards

Wildcard
DISC Type : csi

Director at Tower Insurance Brokers

Sherborne, England, United Kingdom

Overview

Martin Richards is an executive leader with deep expertise in technical underwriting, risk management, and insurance broking. As a Director at Tower Insurance Brokers and owner of Martin Richards Consulting, he leverages a strong combination of technical and strategic leadership skills. He holds a Fellowship (F. C. I. I. ) from City, University of London.

Interesting fact: Martin recently celebrated heading into his 42nd year of what he describes as an interesting, fun, and varied career in the insurance industry.

Personality Overview

Friendly But Slow

Curious But Skeptical

Requires Proof

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Technical Underwriting
His background emphasizes expertise in all facets of technical underwriting, product development, and managing insurance tenders.
Insurance Broking
As a Director at Tower Insurance Brokers, he is actively engaged in the strategic and operational aspects of the broking business.
Stakeholder Relations
Described as a superb communicator, he focuses on establishing and fostering productive relationships with both internal and external stakeholders.

Media Appearances

Martin has no verified media appearances

Work History

3-2021
Director at Tower Insurance Brokers
2-2021
Business Owner at Martin Richards Consulting Ltd
2-2014 - 2-2021
Head of Underwriting at Regis Mutual Management Ltd
4-2010 - 2-2017
Founder and Director at M. F. Richards Consultancy Services Ltd
2003 - 2009
Chairman and Chief Exec at EOS Insurance SA

Education

1978 - 1981
F.C.I.I. from City St George’s, University of London
1976 - 1978
A levels from Glynn Grammar School Epsom.

More Information

Social Presence :

Prographics :

Exp : 31 Location : Sherborne, England, United Kingdom Job Level : Mid-senior Designation : Director at Tower Insurance Brokers
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Insights For Selling To Martin

During A Call Or A Meeting

DO's

  • Persuade objectively how your product will help them achieve their goals
  • Help them understand the risk aspect fully while inspiring confidence
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Martin is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Martin

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Martin move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Martin take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Martin

Personality Compatibility


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