Be referable by helping your clients’ loved ones

By Delia Wong Hui

Delia Wong

I don’t ask for referrals; instead, I position myself to clients as a family advisor. I let clients know that I’m here to serve not only them, but I’m here to serve their family and close friends as well.

I help them imagine situations where they might become helpless and need assistance because of a medical crisis. Of course, none of my clients wants to see that happen to themselves or their loved ones. I ask, then, to be introduced to family members — not necessarily because I want to do business with them, but because I would like to introduce myself to them to let them know who I am and how I help people.

One way this works is by asking my clients if their parents might need assistance. I’m 37 years old, and many of my clients are around my age. This “sandwich generation” has to juggle between supporting their children and aging parents at the same time. It isn’t easy. For their parents, for example, the medical costs in Singapore are exorbitant. Therefore, I position to my clients that I want to ensure their parents are well-insured to help alleviate some of the burden on the family. This strategy illustrates why they should get their parents covered, and it’s how I get referrals into the older market segment.  

Delia Wong Hui is a seven-year MDRT member from Singapore.

• Watch Delia Wong in “Referrals: How can I help your loved one?”
• Read “Advising sandwich generation clients.”