Adjusting perspective on your business as the crisis goes on longer

If the economy takes a long time to rebound and we are still social distancing like this, we have to think creatively how we do our business. I believe there is business that can still go on, like our insurance business. From generation to generation, people will still need insurance, and I want to have a positive mindset that, in this situation, people have more awareness about insurance, and after the crisis finishes, people may line up to buy insurance from us. So I want to reach out to people in a different way.

Previously I reached people one by one. I met one client, then another client. In one day, I might have two or three appointments, but in this situation, I want to use the technology to convert my style of reaching people into seminars. I was inspired by Panagiotis Leledakis, LUTCF, a two-year MDRT member from Greece. He is using online prospecting, and he’s doing webinars for hundreds of people. He mentioned that from the people who attended the webinar, he got more and more leads and more and more cases. So I’m thinking that this situation will change our way of working in the long term. That’s why I set up my home office, which I call my home studio, where I improved the lighting, I improved the camera, I have the headset. I also subscribed to Zoom premium, as well as the webinarjam. The webinarjam software can accommodate for 2,000 people, and it costs about $700 per year.

So I put that all on the platform already because I want to reach more people. This is the opportunity to see that now we can educate, we can reach our people digitally and virtually and gather more people.

If I only met people one day, or three or four people in one week, I could only see about 15 to 20 people. But if I do the webinars, maybe I get in 50, 100, 200, or even 500, so I’ve already prepared the 2,000 platform for me so that I’m thinking very long term. Maybe one day, not only about 100 people. Not only about 500 people. Maybe about 2,000 people come to my virtual education seminar. And this is the new normal.

Miliana, CFP, is an 11-year MDRT member from Jakarta, Indonesia. Hear more in the MDRT Podcast: