3 ideas to stand out and gain referrals

Go the extra mile for your clients and they will not only remember you, they’ll refer you to their colleagues, friends and family. Try these ideas from a few of MDRT’s best to set yourself apart from the competition.

Aurora Tancock, CFP, FLMI

Educate the children

We hold quarterly lunch-and-learn sessions in our office for clients’ children ages 18 to 30. We cover the importance of budgeting, controlling debt and getting into the habit of saving for short-, medium- and long-term goals. We also go over the importance of the different types of insurance. Our clients see this as a real value-add as we are educating their children against possible financial pitfalls. Although this does not bring in large sales at the early stages, it does cement our relationship with all members of the family as they go through different stages in life.
—From Aurora Tancock, CFP, FLMI, of St. Catharines, Ontario, Canada, 16-year MDRT member

Brad J. Myers

Hold your calls

When you meet with a client or prospect at your office, after you have welcomed them to the firm, turn to your receptionist and tell them to please hold all of your calls. This lets them know they will have your undivided attention and you are a professional.
—From Brad J. Myers, of South Jordan, Utah, 14-year MDRT member

Thomas J. Henske, CFP, ChFC

Vacation surprise

The ability to have a client share personal information with you, which you can then use to craft the relationship, is absolutely important. One thing I’ve done is pay attention when a client is going on vacation. I find out as much as I can about the trip, including who they’re going with, how long they’re going for, where they’re going, and if there’s any special reason for the trip (birthday, anniversary, etc.). On certain occasions, I reach out to the hotel ahead of time and have something waiting for them in the room when they arrive. It could be something very simple like a mid-afternoon snack or bottle of wine. It really sets you apart because you not only listened but took action, and they wind up talking about you during the trip.
—From Thomas J. Henske, CFP, ChFC, of New York, New York, 15-year MDRT member

From the January/February issue of Round the Table.