Internal experience based training programme focused on advisory mindset: Life Time Partner Day Qorus-NTT DATA Innovation in Insurance Awards 2025- Nominated

The key objective of our company is to transform our agents network from product-oriented sales to client-oriented consulting. To realize this change, it is essential to achieve a transformation in the mind-set of the sales team managers.

Such a change is difficult (or impossible) to achieve through traditional formal training. That's why we decided to create a unique experiential development program to change the way our managers think about leading teams and working with clients. A secondary objective of the program was to map the current state of attitudes and competencies of the managerial population in order to identify opportunities and risks and further develop them in follow-up development activities.

The concept of the project is based on the principles of experiential andragogy. The experience itself consists of 4 hours filled with interactive activities, which take place in a non-traditional environment - the programme was held outdoors outside the premises of the insurance company.

The motto of the programme was: experience - learn - open up - take away inspiration - start a change. Participants went through the programme in groups of 15 people, going through one station at a time. The first station was the "story" - here participants watched a video created with the help of AI that presented a vision of the future, showing how our business can evolve if we fail to transform. Participants reflected on this experience through the coaching technique of reflecting on their own story and their personal vision. They then progressed through a set of interactive stations focusing on key topics: digitalisation, leadership, personal brand, conducting a advisory conversation with a client, change management and attitudes towards advisory work

After completing each station, participants were asked to reflect on their realizations in a memory card that accompanied them throughout the day. At the same time, each station was designed as a competition - the completion of tasks was scored by the lecturers and participants received feedback. The final station was then used for reflection, evaluation and setting action steps to achieve change.

The finale of the event was a medal ceremony with awards for the best performances. This element brought an element of competition, pride in performance and motivation to the whole event.

A follow-up activity after the event itself was a psychodiagnostic debriefing. This allowed participants to take away their memory card, feedback, any awards and data from the diagnostic. All of this then served as the basis for setting long-term development plans to support our transformation.