Three MDRT members from the Philippines have explored new approaches and strategies to tap more prospects and better understand their needs and wants this year.   

 

Personally reach out to your social media followers 

Jacklord Esguerra, a one-year MDRT member from Binangonan, Rizal, said that while the traditional way of prospecting, such as cold calling and referrals, still works, he has been finding new prospects through the reactions and the comments sections of his social media accounts, taking advantage of his substantial following.    

“As I have a strong following on Facebook, I use it as my main platform to share financial topics, such as literacy, insurance, investments, life realizations, and motivations. Fortunately, even though all my posts are organic, they garner thousands of comments and reactions. Whenever I receive feedback, I check whom I can contact and prospect. I study their profiles as much as possible and personalize my message. A standard message is easier, especially when messaging many people, but customization increases their chances of responding. For example, if I see a woman who is a working professional in her mid-20s, family-oriented, and likes to go out with her friends, I would ask about her savings and emergency funds,” Esguerra said.    

In addition, Esguerra brought up the importance of momentum in engaging prospects. “If they comment about my post, I will thank them for their comments after about a day. If they need financial help, I tell them they can message me anytime. Timely communication is important. If I wait a week or two, they probably already forgot about the post.”   

  

Conduct financial education classes   

Rosanna Jean Kierulf, a one-year MDRT member from Caloocan City, conducts financial literacy classes in schools and universities. “Financial education should start at home and be taught in schools. We want to teach the value and importance of insurance and investments, especially if they want to secure their future and families.”   

Kierulf mentioned that they want the teachers and parents to understand they are trying to help them. “Once they feel that we have their best interests at heart, they will be the ones to ask more about the products. Our role as financial advisors is to help them make better financial decisions for their future.”   

  

Reach out to organizations similar to your clients’  

“Review the profiles of your current clients to see who else you can tap,” Richard Dimaculangan, a two-year MDRT member from Batangas City, said. As he already had a few members of the police and military as clients, he saw the opportunity and wrote to the Philippine National Police and the Armed Forces of the Philippines. “They’re protecting the citizenry, but who will protect them and their families if something happens to them? I knew I needed to do something so they could have peace of mind.”   

They usually ask if they will pay a higher premium since their lives are always at risk. Given the nature of their work, “I position insurance as a safety net that would help them with expensive medical bills. This way, they will look at the more positive aspect of having insurance rather than considering it an expense. Also, helping get their policies approved and building better financial health are ways of giving back as they serve and protect us,” Dimaculangan said. “Providers and financial advisors must see how we can help every Filipino, regardless of their jobs or life stage.”   

 

 

Contact: MDRTeditorial@teamlewis.com