Right now I need to attract attention from prospects and clients, and sometimes webinars about insurance may only attract other advisors.
So I created webinars about non-financial topics. For example, with so many people working from home and unable to travel, divorce rates are going up. Because people usually don’t see each other for so many hours, and now they’re stuck at home, it could lead to a lot of conflict.
My team finds relevant topics that are interesting for people to follow, and we post them on a weekly basis. One topic might be about marriage, and another might be about how children can be hindered with virtual learning. Because a lot of parents have concerns about too much screen time for their children, we shared content on how they can limit it. As a result of this webinar, we received attention on social media from people inquiring about how to incorporate insurance as part of education planning.
It can be tough to talk to a stranger about insurance, so I use webinars to first catch their interest, and then teach them about insurance.
Lam Pui Ka, of Kuala Lumpur, Malaysia, has been an MDRT member since 2018 and is a Court of the Table qualifier. Hear more in the MDRT Podcast:
3 easy steps for meeting HNW prospects
Ways to use gifts to say thank you — and drive referrals
Why clients don’t do more business with you