Although many of your clients need long term care protection, either they don’t know it or are afraid to face it – or both. They need a strong, informed, empathetic advisor whom they can trust because you know more than they do. They are looking for an advisor:
- Who has expert knowledge
- Who is able to make process/products understandable
- Who is good at navigating life’s course; can relate to clients
- Who can offer honest, objective advice
- Who can help clients visualize their future and help decide what products they need to manifest the vision
Women in particular want to develop a trusting relationship with her advisor and look for someone:
- Who will listen: she relates to the use of anecdotes and stories AND she wants honest answers to life-altering questions
- Who will explain terms clearly: she expects the same respect and courtesy as a male client
- Who will share personal life experiences
- Who cares about her welfare
I personally know several women who have recently ‘dumped’ their advisors for one simple reason: the advisors have not kept in touch after the initial sale was made. No regular follow-up on changing needs, no calls to explain changes in policies. It’s not rocket science – it’s plain old customer service.