Consider what prospects need and deliver in ways other advisors won’t

Selena Tonielle Chin sees a lot of competition for clients in her hometown of Kingston, Jamaica. That’s why the six-year MDRT member has always appreciated the importance of standing out from her competition by developing ways to enhance her connection with prospects and clients.

That includes keeping updated files about each client to note, say, if a person’s religious beliefs prevent them from being contacted on a Sunday, or if a person prefers not to celebrate their birthday and would rather not receive a greeting. Before these people become clients, though, Chin knows she has to find an edge.

For example, when presenting to a group of firefighters who already had many other advisors in the room to choose from, Chin brought two cases of a fabric starch they needed for their uniforms and immediately saw the impact.

“Three-quarters of the firefighters immediately came to my table and my table alone,” Chin said. “They saw that I had their best interests at heart, and I won them over as clients.”

• Read more about “Overcoming objections”

Written by Matt Pais, MDRT Content Specialist