Try one of these tips from MDRT members about communicating and connecting with clients.
Save time with templates and dictation
We saved a lot of time, and possibly the wage of one full-time staff member, by organizing template letters for our annual client review meetings. I use Otter.ai for dictation during the client meeting, which the office then uses to transcribe. The customized language usually takes only three minutes and is cut and pasted into the template letter I send after the meeting. I spend a maximum of 45 minutes of follow-up time per client meeting to do the annual report and compliance paperwork. We are currently experimenting with ChatGPT to make use of the latest technological developments. This method can save time, enabling you to be more productive and profitable in other business areas.
—Helen Jayne West, APFS, 25-year MDRT member
Addressing addictions
It is very powerful and disarming to ask clients about addictions. The traditional financial discovery process doesn’t talk about those things, but an addiction can be really destructive to a family’s net worth or just simply their dynamics. Obviously, I’m not a therapist, and I don’t want to overstep my credentials, but when I see there’s a need, I have professionals to send them to, ranging from rehab centers to mental-health professionals or counselors. I am making sure that the cloud that is blocking everything else is taken care of. So, they see that I’m there to help them, not to sell them something.
—Elke Rubach, LL.M, CLU, seven-year MDRT member
Leverage policy reviews
Part of my client care strategy involves offering policy reviews to inform them about their plans and coverage. Clients greatly value this gesture, especially those who have been with me for two years or longer. Through the policy review process, my clients and I can:
Review their beneficiaries. This is an opportunity to offer and extend my help and services to their families.
Come up with other plans. We can identify areas in their portfolio to upgrade or focus on, such as additional insurance coverage, enhanced critical illness protection and top opportunities for a better retirement plan.
Connect with other people. This is a good time to get them to refer me to their close friends and family.
—Kathlyn Anne C. Sarmiento, six-year MDRT member
This was excerpted from the January/February 2025 Round the Table article “12 ideas for talking to clients and growing your business.”
Thought is the engine of action…
I am the master of my fate,I am the captain of my Soul-W.C.Healey…
Success comes to those who become success concious..
When one is truly ready for a thing,it puts in it’s apperance..
How to harness the power of specialized knowledge when you are not in possession of it yourself..
Before success comes to most people,they are sure to meet with much temporary defeat and perhaps some failures…when faced with defeat the easiest and most logical thing to do is to quit…persistence is the key to succeeding in the face of adversity…
No does not necessarily mean No..every time a prospect tried to bow me out, without buying Life Insurance policy,but I believe No does not necessarily mean No…
The most common cause of both success and failure is Self..
Choose to lead or follow..The followers can not reasonably expect the compensation to which a Leader is entitled..
Recognise the major leadership attributes…
People, who can not control themselves can never control others..No followers wishes to be dominated by a leader who lacks self confidence and courage…
The successful leader must plan the work and work the plan..
Successful leaders must be willing to assume responsibility for the mistakes and shortcomings of their followers..
Efficient leadership calls for ability to organize and to master details..
The world doesn’t pay for that which people “Know”.It pays them for what they do or induce others to do..
It is an eternal truth that people receive more pay for their ability to get others to perform than they could possibly earn by their own efforts…
Lack of Loyalty is one of the major causes of failure in every walk of Life..
Leaders create and identify opportunities that add value..
Chronic Global instability in the financial markets has all but destroyed public confidence,the world needs leaders who understand and appreciate the financial principles on which stable economic systems are based and have the moral integrity to do the right thing.. instead of enabling financial institutions to reap short term profits at the expense of the health of the system..
Religious leaders of the future will be forced to give more attention to the current needs of their followers, especially in terms of personal finance and relationships and less attention to the dead past and yet unborn Future..
In the field of education,educators must find ways and means to teach people how to apply the knowledge they receive in school.They must deal more with practice and less with theory..
The Media mold the minds that plot the course of future civilization.Wise , unbiased Leaders are needed to make responsible use of these powerful tools to ensure positive change…