I met with a prospect and had my own assumptions about how things were going with him. But it took probably a good year for us to develop trust in each other that what we talk about is in the strictest of confidence. His business, although perceived as being successful, in reality was struggling, and he really had not talked to anyone about that.
I ended up being the individual who was able to draw that out, and we built a great relationship.
In the end, he was able to incorporate other advisors from a team perspective, and it really helped him get his business back on track. It was just a matter of him being able to trust someone to be able to get it out on the table and admit that he needed some help. And our role was specifically that, just creating the environment to do so. So it was very rewarding.
I think the moments that led to that were when we talked about staying in touch with people and valuing who we do business with. Did you ever get that gut reaction where you just feel there’s something there and someone isn’t really opening up the way you want and yet you feel purpose in trying to work with these people? That was the sense I had. So it was a matter of saying, ”Hey, let’s have a cup of coffee someday. How are things going?” and just nurturing that relationship. I would say after 90 days, I started to have something, where he said, “Listen, I want you to talk to my accountant.” That’s where the first step actually took place. From there, it got into more of a transition as to how can we help you get your business back on track.
Randall D. Kaufmann is a 38-year MDRT member from Camp Hill, Pennsylvania. Hear more about determining what clients do or don’t have in the May episode of the MDRT Podcast:
Gaining confidence of the perspective client is of foremost importance before a client opens his mind to insurance advisors.
To gain his confidence we need to spend good amount of time with him.
Really this topic is very important
great recording.