It goes without saying, but let’s say it anyway just in case: If you haven’t changed anything in your business since the start of the global crisis in 2020, you’re probably struggling more than most.
Kelly Herring, CLU, ChFC, wouldn’t know about that. The nine-year MDRT member from Austin, Texas, has taken quick action to adapt to a changing and challenging environment, and as a result has seen relative stability in his practice.
“We always try to stay ahead of the curve and make the best out of it,” Herring said. “I was talking to a colleague early on, and we decided we could either go through this mess or grow through it, and we’re going to try to grow through it.”
How has Herring — who manages an office of 15 advisors who focus primarily on life insurance and retirement for 15,000 middle-American families and business owners — done this? Read on:
- Immediately switching to virtual signatures
Herring saw the need right away to finalize paperwork without meeting in person and worked through his company’s compliance department to set up a secure portal for electronic signing. “That’s been the biggest help for us to work with anybody who’s not able to get with us and still provide the ability to take care of their needs,” he said.
- Providing several options for client meetings
Everyone has a different comfort level during this crisis. To give clients what they need where they need it, Herring and his team give clients a choice to meet in the practice’s office, meet in their own office, meet electronically or simply to receive material through the mail. “They really can’t give you an objection if you’ve got four ways to reach ’em,” he said, noting that most clients are still meeting virtually via Zoom. “We feel that’s being adaptive to the circumstances.”
- Calling at least 10 people per day to check in
By making sure clients knew his office was still operating and there to help, Herring not only connected with those existing clients but opened the door for favorable introductions to new ones who might need help as well. “That kept our momentum up, and by keeping our momentum up, we didn’t have as big a slump,” Herring said. “We’re off some like everybody is, but we’re not in the hole like we could’ve been, and I think it’s because we were proactive.”
- Cleverly replacing in-person prospecting events
Normally spring means opportunities to hold events to meet new people. With that off the table, Herring reached out to chambers of commerce and offered to do a virtual town hall for their community, communicating how they can help in these difficult times.
“We took a positive attitude and we put in some things immediately to allow us to continue to do business and focus on having a job to do to help our clients get through this,” Herring said.
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