To retain clients as well as serve their children and generations beyond, I engage with my clients on a personal level. In fact, most of my clients become longtime friends. What I do, beyond being a financial advisor and insurance agent to them, is to celebrate the milestones of their lives and that of their family members.
I help celebrate graduations, marriages and the birth of children as well as educate their young adult children about financial planning. By offering this education, it helps my clients’ children learn how to manage money while also helping me build relationships with them so we can continue working together to strengthen the legacy of generations to come.
Going through milestones with clients and being part of their lives, though, can also mean going through a lot of emotions with them. I’ve had to talk with clients about death, critical illness and disabilities. It’s important to have the heart to listen and understand when they’re going through a difficult situation. It is about journeying with my clients throughout so many different stages of life.
Helping my clients during difficult times is sometimes about just being there, even if I do not speak much. The point is that I am with the family, and I’m able to open up conversations when needed. It’s difficult to face the reality that this is a beautiful journey that must end. I have to remember I have a job to do, and that is to deliver my promise to the family. I deliver that gift of love in the form of a life insurance policy. It’s the gift of love in the form of a legacy that I may have to communicate and pass on to their loved ones.
Li Choo Tan is a nine-year MDRT member from Singapore. You can see more from her in the video, “Serving clients from the heart through generations.”
For more about working with multiple generations within a family:
- Read “Unlocking the legacy”: Two advisors forge multigenerational bonds within the same families. (Available in nine languages)
- Watch “Build a client’s lasting legacy”
New lead generation is a continuous process in Industry. Yet, To retain existing customers is equally important.And to retain them, Be a giver First. I help my customer in their business growth. I make sure I connect them with my connect sphere. This increase bonding’ credibility & Mutual trust. And cross sell becomes easy.