With so many advisors competing for clients, it’s important for you to stand out and develop a place in the client’s mind.
Here are three ways MDRT members suggest making yourself memorable:
Communicate your value
“Before each meeting is over, I ask my client a question that gives them an opportunity to articulate the value they feel they’ve received from my expertise and our planning process. For example, ‘What do you feel is the most important thing we’ve accomplished together?’ Once your client has articulated how valuable you are, you can expand and clarify some of the other benefits they have received as a result of your work. If you can create an enjoyable experience that has tangible, clearly articulated value, you’ll be quite memorable. In fact, you might even be referable.”
—John J. Demboski, CFP, Santa Barbara, California, 14-year MDRT member
It’s all in the details
“’Would you like tea at our meeting? I remember that you are not a coffee drinker.’ Remembering specific details about a client is very flattering. It indicates that you care enough to really know them. The trick is not only remembering the details but also weaving these facts into the conversation so they know you remember.”
— Nan M. Zimdars, CFP, CLU, Madison, Wisconsin, 34-year MDRT member
Offer a menu
“One of the ideas we got from an MDRT Annual Meeting was creating a menu to give to clients when they come to our office. It has lots of fun beverage choices and snacks on it. Another was creating an office theme. Our office has a Texas theme. The reception area has a large piece of art made out of recycled Texas license plates. Our conference rooms have boots, a star-shaped mirror and horseshoes hung on the walls. This creates a memorable experience when clients come to visit us.”
— Ann Baker Ronn, LUTCF, Houston, Texas, 21-year MDRT member
Read more ideas from MDRT members in MDRT’s Resource Zone.
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