3 sales ideas to enhance client relationships

Deep roots

When it comes to wine-making, the sturdiest vines tend to produce the best-tasting grapes. These vines have roots that are well-entrenched deep below the surface of the soil. The fewer nutrients found at the top, the deeper the roots dig to find the source of nutrition needed. They dig and dig until they find the life source that feeds the juicy grapes hanging above it all.

The same is true when it comes to discovering our prospects’ core values within the interview process — the things they really care about, find of most importance, what they sincerely want to make reality. Your objective is to go far beyond the surface and dive deep toward their life source.

— Stephen Kagawa, FSS, LUTCF, Monrovia, California, 25-year member

See more from Kagawa in “Why attitude matters” and “How to make money without selling.”

Family advisor

I don’t ask for referrals; instead, I position myself to clients as a family advisor. I let clients know that I’m here to serve not only them, but their family and close friends as well.

— Delia Hui Wong, Singapore, 7-year member

See more from Wong in “Referrals: How can I help your loved ones?” and “Transform difficult clients.”

The time to call

I call each of my clients after the semiannual statements have gone out to discuss their performance. At this time, I find out what has been happening with the client and their family during the past six months. This keeps me up to date on their needs, and I generate quite a bit of business from these calls. I do this with all clients, no matter how small or large their account is.

— Heather M. Courneya, CLU, CH.F.C., Toronto, Ontario, Canada, 19-year member

These ideas were from the 2018 November/December issue of Round the Table magazine. Read more “Ideas to enhance client relationships.”