3 lessons about connecting insurance with clients who need it

There are many obstacles that prevent a productive client-advisor relationship. These MDRT members provide experiences that show the importance of connecting with different clients and helping them utilize the necessary services.

Don’t overlook the small clients

“We’re all trying to go after that high-net-worth client. But don’t dismiss the other people because they can’t afford a permanent policy. They probably need your help more than anyone. You should never forget that someone who does not have a lot of money today could wind up wealthy. My father’s biggest client was once a modest attorney. He stumbled into the biggest legal case of his life at the very end of his career. You need to ask everyone. Family, friends, friends of friends. Be resilient and keep asking. Be annoying.”

From Meredith Gail Langus, FSCP, LUTCF, a 7-year MDRT member and fourth-generation advisor. Watch her 2015 Annual Meeting presentation.

Roger A. Seim, MSFS, CLU

Make sure clients understand their benefits

A client whose husband had passed away walked into Roger A. Seim’s office with plans to refinance her mortgage. Seim told her, “Don’t let them dictate. You have over a half-million dollars in the life proceeds that’s sitting in your bank account. The amount of the mortgage was $125,000. If they want you to refinance, if they want you to put more money into it, just look at them and say, ‘No, I can pay the mortgage off and not have to deal with you guys.’ A week later, she called me, and that’s exactly what had happened. She sat down with the mortgage officers. They had all the materials laid out for her to refinance, and with all the points, settlement costs and such, it cost over $5,000. They wanted her to refinance. She said, ‘Then I put the card on the table. Here’s my checkbook; I think I’ll just pay it off today.’ She said you couldn’t believe how quickly they backtracked.”

From Roger A. Seim, MSFS, CLU, a 38-year MDRT member. Watch his 2015 Annual Meeting presentation.

Find creative ways to connect to clients

“To explain death coverage to those who served in the military, I use a gas mask and a soldier’s helmet. They are uncomfortable to carry every day, but a life would not be guaranteed without them during chemical, biological or radiological warfare, or when bullets are flying during war. Likewise, life insurance plays an incredible role at a critical point in life.”

From Sun Chan Hwang, an 18-year MDRT member. Read his 2013 Focus Session.