Life insurance or critical illness insurance isn’t something people often want to think about, let alone seek out an insurance agent or financial advisor to purchase. What people dream about, though, is buying their own home, which frequently requires a mortgage.
I discovered then if I first provided mortgages to clients and showed them my value, everything else would fall into place. It also turned out to be my ticket to qualifying for MDRT.
Once I landed a client as a mortgage client, I would have 100% success in selling them other products, such as life insurance, critical illness insurance, investments and all the other ancillary products that circle mortgages. Because I supplied them with something they wanted, which was the mortgage, clients were more open to listening to my explanations about these other products, which they may not have realized were necessary, especially after buying a home.
When you’re invited in as an advisor who helps clients with the product they want, you don’t have to fight your way in. You’re invited in as a valued guest or a good friend.
Michael Haggerty, of Fredericton, New Brunswick, Canada, is a 16-year MDRT member. He’s also a Court of the Table member. See more from him in “From mortgages to clients: Attracting clients with smart strategies.”
Learn how MDRT members have used health insurance and education planning to talk with clients about other products:
- Watch “Empowering education planning through insurance”
- Read “A familia affair” (Available in nine languages)
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