Tips to connect through social media, seminars and in person

Memes

Millennials really love memes. I’m a big believer in meeting clients where they are, so memes are one of the ways we communicate with them. Making memes of financial concepts that can make them laugh is a great way to break down barriers. I also like to do birthday shoutouts on Facebook using memes. I will find a celebrity with the same birthday as someone I know and pair them together in a meme. People seem to really like seeing that they share a birthday with a celebrity.

A lot of people don’t know how to create memes. There are a lot of resources online, such as meme generators and apps with templates, so you can see how the meme is supposed to work. There also is software that can guide you to a meme or style — say you want something funny or a meme that compares different objects — that makes sense for your particular need.

—Brandon J. Wellman, CFP, RICP, seven-year MDRT member

Have affinity

If you have affinity for your prospects and clients, you generate empathy and trust. You make the other person see themselves reflected in your quality of life, tastes and problems, and that makes everything flow and become easier. Affinity creates lasting relationships of trust and turns the job of an insurance advisor into genuine support, not just financial support.

—Andrea Serrano Ocariz, CLI, ASFA, five-year MDRT member

Managing rejection

The key to managing rejection lies in a crucial mindset shift. I used to take rejections personally, and it would trigger self-doubt. What helped me make the shift was realizing that rejections aren’t about me. It could be about timing, trust or simply not being the right fit.  I also reminded myself: I’m not here to convince. I’m here to guide and to serve. My attitude changed once  I let go of needing external validation and focused on showing up sincerely. I got more clarity and peace and, ironically, more clients.

—Yueh Xuan Joanna Chan, ChFC/S, AEPP, five-year MDRT member

Flexible schedules

One of the big takeaways that I’ve seen in the last few years came from identifying my staff members’ most productive times and letting them build out their own schedules. For some people, maybe 8 a.m. is not their time to shine; maybe it’s 7 p.m. I discovered that I could make you work 8 to 5 and get 10% out of you from 8 until noon, and 30% from noon until 5. But if I let you work from noon until 8, people would work until 10, 11 or 12 at night, and their productivity goes through the roof because they’re on the schedule that works for them.

For a staff member with family commitments, have the flexibility to say, “Get your kids to school in the morning. Work half an hour in the morning, take an hour-long break and then come back.” Showing your people that you have faith that they will meet your expectations and fulfill their goals shows that you have their back and value them as an employee.

—Michael Joseph Haggerty, CPCA, CFP, 17-year MDRT member

Don’t wait to staff up

Even if you have less than five years of experience, you should already have staff under your supervision. Staff can gradually help you take care of all the operational aspects so that you have the opportunity to be in front of the client, protecting them. That is essential. Do not take too long to make staffing decisions.

—Grethel Alicia Vazquez Galvan, 17-year MDRT member

Cup of tea nets referrals

Every year, when it’s time for my HNW clients to renew their policies, they usually say, “Mubashir, just drop by my office and pick up the check.” But instead, I reply, “I’m free this evening. Why don’t we catch up over tea or a meal?” Most of them agree. When we sit together in a relaxed place to have a cup of tea or a meal, something changes. The conversation is lighter, more personal. We talk about life, family, business and yes, insurance too, but without the usual pressure.

After the meal, I open my laptop and walk them through their policy, answer any questions they have, and make sure they feel confident about their coverage. And here’s the magic: By the end of the meeting, when I gently ask, “Do you know anyone else who might benefit from this kind of planning?” they usually give me names. Sometimes they call their friends in front of me, or send a quick message right there. Occasionally, that lunch even turns into a new sale with the same client. Try it. One cup of tea can be worth five solid referrals.

—M. Mubashir Hassan, MBA, 12-year MDRT member

W-F-E-I

Overcoming misconceptions is a significant challenge, particularly among younger 

I use a mnemonic: “Work, Family, Entertainment, Insurance Protection” to quickly understand a potential client.

I start with work-related questions. If I meet an engineer, I might ask for advice or what their company is like. Instead of directly asking what they earn, I’ll inquire about market rates for engineers in their field after a few years. This encourages them to share more. The next area to explore is family. Engaging people in conversation about their family can reveal their responsibilities and financial pressures.

Others might not have family obligations but spend a lot on leisure activities like travel, which counts as entertainment. For them I introduce financial products that align with their interests. This way, I provide value that they can’t easily find online. About 40% of my business from these financial products eventually converts into insurance discussions. When we finally discuss insurance, I delve into their financial values and preferences. The deeper I ask about their ideal state versus their current situation, the greater the chance for change and acceptance.

—Li Wing Chung Erik, 13-year MDRT member

Real power is innovation

My parents told me that knowledge is power, and I believed that until two years ago. Now I believe that the smartest entity in this room is not a person, it is AI. So, what is the power in today’s world? It’s people who can innovate, who can disrupt the status quo, who are bold. More people have access to generative AI globally, through their smartphones, than to clean water or decent toilets. This means, anybody in the world can create and build, and the most valuable job in the world is being an innovator. The definition of innovation  is to create value in new ways, and I find this incredibly inspiring.

—Shawn Kanungo, innovation consultant and 2024 MDRT EDGE speaker

Engage the quiet spouse

When it comes to reading body language during client meetings, you can see the dynamic in the family where only one member makes decisions. I have stopped and asked the spouse, who clearly is lost, “Do you have any questions; am I being clear enough?” Because maybe that spouse has never been involved with the family’s finances. I tell them, “I’m not here to change your family dynamic, but it’s important that you know what’s going on, because if something happens to your spouse, it’s you running the show.”

—Elke Rubach, LLM., CLU, eight-year MDRT member

3 aims of a social media post

Every social media post should answer one of three questions: What’s in it for my audience? How do I want them to feel? And what do I want them to do next? I rotate between personal reflections, financial education and lifestyle storytelling to show the full picture of who I am beyond the job title. This ensures your content appeals to different aspects of your audience’s interests while maintaining authenticity and professional credibility.

—Nicholas Damien Goh Shyan Wei, AEPP, AFC, one-year MDRT member

Seminars

We hold educational seminars once or twice a year. They run for four weeks, and attendees complete homework each week. At the end of the four weeks, they give us their homework along with all their financial and insurance statements, and we then meet to provide an analysis of their current situation, identify where they have gaps in their plan and explain how we can help them. Most class sizes are eight to 10 couples, and we get three to four new clients from the seminars.

—Irene Stolte, ChFC, 10-year MDRT member

Build trust through empathy

The key to being a financial advisor is to create an atmosphere where clients feel comfortable and are not judged. Because clients often do not disclose information due to fear or embarrassment, building trust is essential by emphasizing that their information is private and confidential and will only be used for the client’s planning purposes. Showing empathy and understanding of their situation is important to help them open up and feel safe. When clients disclose even a little bit of information, I show empathy and say, “I understand that this situation must make you feel uncomfortable.” These expressions will make clients trust and believe that we are there for them.

—Poohripat Sophanodorn, five-year MDRT member