Heard In The Hallways: MDRT 2013

Question: Is it easier to work on life insurance solutions when the client is a personal friend or a stranger (such as a referral, seminar attendee, qualified lead, etc.) and why?

“Many times, people whom I call already know something about me.  I’m introverted, so many times the clients I make are referrals and people I didn’t know before. I don’t want to talk about business with friends, and I keep such discussions with close friends limited. I will work with them, but at a set-aside time and I keep it separate. The reason is, I want some hours in life that are not involved with business. Business is not everything. One time, while celebrating my son’s first birthday, a friend was there but wanted to talk about business. I said we can talk about business in the office. Some clients who were at one time ‘strangers’ do become friends, but it’s the same thing: I set a limit.”

– Atul C. Dubai, CFP, Prudential Propera Planning, Pleasanton, Calif.

“It’s easier with someone I don’t know, because there are no preconceived notions getting in the way. I can be professional and get a grip on what is needed. This avoids having to deal with personal issues from prior experiences with the person.  When you’ve known someone for a year or more, there can be thick layers that cloud the discussion. Those layers can be there with a stranger, too, but in that case I can be more objective and impartial. Another reason is, the friend may be more guarded with me, or concerned with how I am receiving what they are saying. Maybe that shouldn’t be, but people are people.”

– David A. Bruno, CLU, ChFC, CLTC, CMFC, LUTCF, Prudential, Glenside, Pa.</p>

“I am more comfortable with non-friends if the clients have an unrealistic expectation. Both types of clients do have unrealistic expectations, but it’s easier for me when those people are not friends.  I do have friends as clients, but it’s harder for me personally if I know the family of the person involved.”

– Ray Mason Brown, CLU, ChFC, RJ Brown Planning, Skaneateles, N.Y

Linda Koco, MBA, is a contributing editor to InsuranceNewsNet, specializing in life insurance, annuities and income planning. Linda can be reached at [email protected].