The payoff of “no agenda” contact with clients

If your client outreach has long been focused on worthwhile but familiar gestures like birthday cards, perhaps it is time to explore some new ideas.

Renee Hanson, CFP, ChFC, a five-year MDRT member from Phoenix, Arizona, has seen a lot of benefit from what she calls “no agenda” contacts, which she currently seeks to make up to 15 times per week, including at least one gift per week. This may include sending an item from a pet store and a note of support if a client’s pet is sick, or a text to say “We’re really excited for you!” on a client’s moving day. These initiatives, Hanson said, don’t require a response or ask for anything.

“I find this personal connection expresses true listening of what is going on in their lives, along with them feeling the care sent with the message or gift,” she said.

Hanson said she does this for existing clients and prospects, and it can generate both heartwarming, grateful responses and additional business. “It’s little stuff that sets you apart,” she said. “It’s not expensive, but it is meaningful.”

Written by Matt Pais, MDRT Content Specialist