Betty was the vice president of a medical products group. In our first meeting, she made it very clear to me that she had enough insurance coverage. She rejected me right away.

Then I contacted her every six months after that first meeting. Finally, I got the chance to meet her again. After three years, with five unsuccessful attempts to close a case, she became my client. More importantly, she became a loyal friend of mine who constantly referred clients to me.

What did she tell me that she needed? Wealth distribution.

Betty was a typical DINK — double income, no kids. I recommended her to set up a will to distribute her wealth to those she loved and cared about.

One night I received a call from her. She told me that she was diagnosed with breast cancer. To my surprise, I could hear no fear at all in her voice. I realized that with a sufficient amount of medical and life insurance coverage, she was positive and optimistic about all the treatments to come.

After battling cancer for two years, she passed away. More than 500 relatives and friends attended Betty’s funeral. Everyone missed her. Some of them approached me at the funeral. They all said that Betty encouraged them to seek advice from me before she left.

With this experience, I changed the way I offered products and services:

• I advise my clients to spend an amount equivalent to their five-year salary on critical illness insurance.
• I never give up after rejections. When I approach potential clients, I am ready to go back to them several times before they say yes. Perseverance and an attitude to pursue excellence can bring blessings to clients and their beloved families.
• Valuing relationships is vital to my practice. Have you ever thought that a client who passed away could still refer clients to you? Now I continue to serve her family, including her husband and her friends, and there are still four to five new clients coming from her every year.

MDRT friends, we belong to a profession that is all about caring. When we take the initiative to care and love, soon we will find people drawing near, and our business will have continuous professional growth.

Wong Wai Sum Red, CFP, LUTCF, is a 28-year MDRT member with six Court of the Table qualifications from Hong Kong.