Go the extra mile for your clients and they will not only remember you, they’ll refer you to their colleagues, friends and family. Try these ideas from a few of MDRT’s best to set yourself apart from the competition.
Aurora Tancock
Educate the children
We hold quarterly lunch-and-learn sessions in our office for clients’ children ages 18 to 30. We cover the importance of budgeting, controlling debt and getting into the habit of saving for short-, medium- and long-term goals. We also go over the importance of the different types of insurance. Our clients see this as a real value-add as we are educating their children against possible financial pitfalls. Although this does not bring in large sales at the early stages, it does cement our relationship with all members of the family as they go through different stages in life.
—From Aurora Tancock, CFP, FLMI, 25-year MDRT member and a Top of the Table member
Brad Myers
Hold your calls
When you meet with a client or prospect at your office, after you have welcomed them to the firm, turn to your receptionist and tell them to please hold all of your calls. This lets them know they will have your undivided attention and you are a professional.
—From Brad J. Myers, ChFC, 24-year MDRT member and a Top of the Table member
From the January/February 2017 issue of Round the Table.
