When clients or prospects don’t understand the value you can offer them, your relationship with them is limited. Increase your connection with clients with these ideas from MDRT members.
Like organizing a barbecue
Some clients struggle to take the first move in retirement planning. I make the process more manageable by breaking it down into small, achievable steps. I tell them to imagine organizing a barbecue meal with friends. While organizing the get-together may seem overwhelming at first, the task becomes more manageable when we break it down into steps — setting the date, choosing the venue, selecting the food and so on. Similarly, when it comes to planning for their retirement, I advise my clients to start with a low-commitment savings plan to build a strong foundation before taking the next steps.
—Jerry Jin Chong Yeo, CFP, ChFC, 10-year MDRT member
The first interview
Prospects don’t want to feel like they’re being sold to, so I start by introducing myself. I give them a brochure I created with details about my family, beliefs and policies for serving clients. Through proactive self-disclosure, I help prospects understand who I am. I also make it a point to actively listen to them with a bright smile and respond enthusiastically, acknowledging, praising and affirming their thoughts. Building honest relationships with our clients is the foundation of our business, and it’s something that AI cannot replicate.
—Hiroto Yano, eight-year MDRT member
These were excerpted from “12 ideas to boost productivity and gain more clients” in the July/August 2025 issue of Round the Table.
Both of those ideas are really valuable.
Thank you.