3 quick ideas for enhancing client relationships

A few of MDRT’s top financial advisors share some simple ideas about how they enhance client relationships.

How are you sleeping?

In a client visit, if people look or act like they might be struggling, and you ask, “Is everything OK?” they probably aren’t going to open up to you. However, if you ask the same people, “How are you sleeping?” most of the time they will tell you what’s bothering them.

— D. Scott Brennan, South Bend, Indiana, 35-year MDRT member and 2013 MDRT President

What’s your legacy?

I tell clients, “One way or another, you’re going to leave a legacy. We can either set it up now and define the legacy, or you can let your kids, the government or a nursing home define it. Write your own playbook; don’t let someone else.”

— Joseph Spinelli, FICF, LUTCF, Tallahassee, Florida, 8-year MDRT member

How can I use my experience to help you reach your goals?

When I start a relationship with a client, I say, “You tell me exactly what you want to do. Then I’ll use my experience to look at it and advise you. If I just take instructions from you, you’re just a customer.”

— Douglas John Bennett, Dip PFS, Crawley, England, 11-year MDRT member

Read more ideas for enhancing client relationships. 

By Michael DePilla, MDRT Content Editor

More ways to enhance client relationships

• Stand out from the competition by reading “ 12 sales ideas to impress“
• Watch “Client engagement strategies“
• Watch “3 unique client engagement ideas” (for MDRT Top of the Table qualifiers only)