“Growing your client base through referrals is an incredibly effective strategy, especially in the field of insurance advising. Not only does it connect advisors with potential clients, but it also helps them strengthen client trust. When referred by someone they know or a previous client, potential clients tend to feel more at ease, leading to faster and easier decision-making and a higher likelihood of them signing a policy,” said four-year MDRT member Thuy Phuong Phan.
Since joining the insurance industry in 2018, Phuong has assisted numerous clients with claims for illnesses, diseases or accidents. As a result, most of her clients are eager to recommend her services to their family and friends, helping Phuong not only demonstrate her credibility but also effectively expand her client network.
According to Phuong’s statistics, at present, 70% of her new clients come to her via recommendations by people she previously served.
When asked about the secret behind such enthusiastic referrals, she emphasizes three essential factors:
1. Providing thorough and comprehensive advice prior to policy signing
“Ensuring that clients are well-informed about every aspect of their policy before signing is crucial for building their trust and peace of mind,” Phuong said.
Address the client’s common concerns about illness claim difficulties by clearly outlining the necessary procedures. Phuong emphasizes that any company committed to upholding strict principles requires the proper documents be submitted. Often, unpaid claims are the result of missing paperwork, not a failure of the company to honor its commitments. Thus, Phuong pledges to act as a bridge between the company and her clients, assisting them in navigating the process for the fastest possible claim resolution.
Phuong underscores the importance of honest and upfront declarations right from the start to safeguard client benefits. She then offers real-life examples of claims that were paid and the difference it made to those families.
2. Offering dedicated and professional services after the policy is signed
One client, introduced by a friend, signed four insurance policies with Phuong, then added two more after being impressed with her dedicated support.
Phuong places immense value on after-sales services, seeing it as the cornerstone to her client’s decision to recommend her. While meeting with potential clients, she prioritizes nurturing intimate relationships with existing clients through regular check-ins to keep up with what’s going on in their lives, allowing her to offer timely support when needed.
During her work, Phuong has supported many in facilitating numerous successful claims, earning their heartfelt gratitude. She received a message from a client that said, “Without insurance, we would’ve been at a loss on how to manage the 115 million Vietnamese dong hospital bill in such hard times.”
3. Building a trusted personal brand through social media
Phuong usually utilizes Zalo to connect with her clients, sharing positive experiences and valuable information related to personal life and insurance. She regularly posts about real cases of successful and efficient benefit payments, hoping to boost awareness, motivation and trust for any potential clients who may stumble upon them. Of course, she always takes care to ask for permission first and keeps the clients’ personal information hidden to protect their privacy.
By focusing on these strategic approaches, Phuong has successfully cultivated a sustainable and highly effective referral-driven client base.
Nguyễn Thị Minh Nguyệt writes for Team Lewis, a communications agency assisting MDRT with content development for Asia-Pacific markets. This article is an excerpt that first appeared in Vietnamese.
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