More money doesn’t guarantee financial skills
I have come to realize that just because someone is a high earner doesn’t mean they manage money better than the average person. That came as a surprise to me. The day I realized that, it gave me more conviction and confidence to speak to them. They need advice and help in this area just like anybody else.
How do you identify ideal clients?
It’s not just income alone. What’s more important is that we have chemistry. I like my client and my client genuinely likes me. We click in many areas. You might even call it a bit of a gut feeling.
You cut in half the time it takes you to qualify for MDRT.
The first year I qualified for MDRT, it was sheer hard work. But from the second year onward, I employed the referral method. Actually, from day one of the business, I have spoken to people about referrals.
I tell them, “If you believe in the work that I do, put me through to more people, even if it’s not the right time for you to engage me or buy a policy.” When doing it day in, day out, you have a lot of people out there looking for clients for you. It’s not just you looking for clients yourself. By doing that, I actually cut down the time required to acquire client.
What sets you apart from other advisors?
Perhaps it’s that clients find me really genuine. I have a no-nonsense approach to their financial needs. If they need something, I tell them. They can disagree with me, but they like that I will tell them anyway and I don’t sugarcoat my words. It’s something clients find very refreshing.