Want to find new clients, work better with current clients or both? MDRT members have seen success with the following ideas:
- Avoiding the inheritance tax
When you are in your first meeting with a prospect, what do you ask them as an icebreaker? Here is a powerful sentence to make the prospect think deeply about two scenarios:
“Do you have any assets you will inherit from your parents, and are you prepared to pay the inheritance tax?”
From there, we have two cases.
If the prospect says yes, respond with “Are you comfortable paying that tax?” Then you and your prospect can plan a meeting with the prospect’s parents to discuss whole life insurance.
If the prospect says no, respond with, “Do you dream of leaving assets to your kids?” You can then talk about the prospect’s dreams to be successful and rich, which leads to the same insurance solution to a future inheritance tax.
— Hyoun Pio Park, Seoul, South Korea, 6-year member
- Valentine’s Day for widows
I realized one of the hardest days for the widows in my practice is Valentine’s Day. So instead of leaving them to feel sorry for themselves that they don’t have anybody in their life, I do a Valentine’s Day luncheon. I bring all of the widows in my practice together, do a brief presentation that’s usually light and somewhat entertaining, and then give each of them a rose.
Over the years, they have all become friends. They look forward to the Valentine’s Day luncheon, and I’ve gotten significant referrals to other widows because they tell their friends who have lost their spouse where they spent their Valentine’s Day.
— James A. Bales, Newport News, Virginia, 17-year member
- Transparency
I have a box in my office where I put all my private investments and insurance policies. If somebody comes to see me, I can show them everything I own. That opens their mind because if we advocate some kind of investment, I can say, “Look, here it is. I own it too. So if I put my money in it, you should be sure that I am confident it’s a good investment.” People really love to see it to be sure that you are one of them, not only selling to them.
— Remigiusz Stanislawek, Poznan, Poland, 6-year member
Read more in 12 ideas for prospecting
Written by Mike DePilla, MDRT Content Editor
Very nice marketing idea for cold canvace.