3 ways to increase client connections

Every advisor wants to find new methods to connect with clients. These are a few strategies that have been effective for MDRT members:

Be the best

Create a unique proposition and stick to it so you are the best you can be at that. Don’t deviate from it, and be prepared to walk away from clients who don’t fit into what you do well.

— Craig McClurg, Norfolk, England, 12-year member

Join the club

To work with high-net-worth clients, focus on appearance and presence, performance and contribution. One way I did this was to join a Rotary Club, where our high-net-worth clients are also members. These types of interpersonal events are an important way to build trust and relationships.

— Benson Ni, Taipei City, Taiwan, 7-year member

Attend birthday parties

I go to birthday parties of my children’s friends. There is always at least one dad, often the father of the birthday child, who is lost at the party, so I become his best friend. The first time I did this, it was just the dad with all moms. Now the dad is one of my best clients.

— Jonathan Godshall Camacho, MBA, LUTCF, Puebla, Mexico, 4-year member

See nine more marketing ideas in the Round the Table article