Earn referrals by being different

It is important, of course, to do the best job you can and strive to provide better service to clients than your competition.

A big part of standing out, however, is not just being better but being different. In his 2015 Annual Meeting presentation “Build trust, sell more,” Don Connelly, a mentor to financial advisors, recounted meeting an advisor who earned $2.7 million in fees the previous year. The advisor worked with an older clientele, including many widows and widowers, and emphasized his love for them.

In fact, what set him apart came more from his care for his clients than for the information he provided. The advisor kept a tire gauge in his desk, and when an appointment wrapped up, he walked to the client’s car to check their tire pressure.

“Older people often don’t do the little things that keep them safe, and I don’t want them to get hurt,” he told Connelly. “I get more referrals checking tires than I do during seminars.”

Read more about establishing client relationships in “Build trust, sell more.”

Written by Matt Pais, MDRT Content Specialist