My city, Jakarta, is ninth on a list of cities in the world with the most traffic. To commute takes a very long time, and it’s not efficient. That’s why I use social media; in one day I can speak to thousands of people by posting just one video, one picture.

Back in 2020 it was a nightmare for us as advisors: We couldn’t go out to meet people. We needed to stay at home. Using my social media, I was able to achieve 100 percent on MDRT from home.

Three months ago I closed two cases online, and the premium is about 80 percent of my MDRT target this year.

Back then, when I wanted to post videos and do social media things, I thought I wanted to attract people I didn’t know. In my case, it’s the other way around: I attract people I already know. Maybe 10 years ago, five years ago, two years ago, I had already told them about insurance, but back then they were not buying from me because they weren’t seeing insurance as their priority. But when I keep posting every single day, I am on the top of their mind. And when it comes time to buy insurance, they will contact me because I am always in their face.

These are simple steps that you can follow: Start being visible. That’s the most important thing. Make your Instagram public. Make your social media public, not private, so everyone will know you are in the industry. You can use any social media you want. I will be speaking mostly about Instagram.

The next step, let everyone know you are an advisor. It’s different from the first step. The first step is to start being visible to them. You start recording videos; you start to make people see your face. But now you need to let everyone know you are an advisor. If people know you’re an advisor, are they going to buy from you directly? No. It’s just like opening a coffee shop. Do people directly come to you and buy from you? No. But you let people see that you’re opening your shop. So this is why you need to let everyone know that you are an advisor.

What do you want to be known as? Share your activities. I like comedy, so I talk about insurance in a fun way. If you look at my Instagram right now, you would see that this morning I recorded a video from my bed. The goal is to make as many videos as possible — not as good as possible — because our goal is to be top of our clients’ mind, top of our friends’ mind, top of our family’s mind and everyone else’s. I share my activities as well.

If you’re telling me, “Glen, video is not for me. I’m too shy to talk in front of the camera. I don’t think I can talk in front of the camera,” this is a skill set that you can learn. I didn’t like to speak in front of a camera. In fact, I was a very introverted person back then. I trained to speak in front of a lot of people. I trained to speak in front of the camera, and talking in front of the camera is simpler than talking in front of people like this.

Just go to your room, shut the door, and lock it. And then you record. If you do it wrong, repeat it. A video about insurance takes no more than one minute. Just start talking easy, simple things about insurance. Or just leave this room, put up your phone, and say, “Hi, I’m at the Global Conference in Dubai. I’m with thousands of professional speakers all around the world. If you need insurance, please contact me.” Simple. That’s it. Just start.

I never make a script because when I make a script, I sound like a robot. We tend to read from the script, and when we talk to the camera, we will memorize it. It will become unnatural.

Don’t think too much. People are always thinking too much. What about my hair, my smile, my eyes? I haven’t showered. There is no smell going to the camera. Just take the video. Then start to record. If you practice more and more and more, you’ll become more fluent.

Of course, practice makes perfect. Just use simple editing. I use CapCut, for example. In that application, you can generate the auto caption. Just speak, and they generate the auto caption. You can double-check whether it’s correct or not.

The goal is to be seen by as many people as possible. I try to keep posting every single day. I want them to see me every single day.

It takes time. Consistency is the key. It’s not about the number of followers. It’s not about the number of views. But it’s about the quality, the people you get, the conversation and how you can engage with your followers.