Mike Beirne

Milestones in life differ from client to client. While some have goals aligned with marriage and children, others aspire differently. You might find yourself serving clients who are not planning for what are considered traditional or linear milestones in life.

When six-year MDRT member Candice Ong first stepped into the social media world, she never imagined that it would account for nearly half of her business within a year. “Imagine waking up daily to ready buyers who know you, trust you and want to work with you even before meeting you,” said Ong. She recommends advisors consider two questions to direct their social media approach: How do I build my personality on social media to amplify the good work I’ve already been doing?

How far should an advisor go to persuade clients to take planning seriously? Darren W. Ulmer, CLP, CLU, had a client who was dithering on writing a will. Knowing that years before this client had a falling-out with his siblings regarding the inheritances from their parents’ estate, the 15-year MDRT member from Saskatoon, Saskatchewan, Canada, asked him when he last got together with his brothers and sister for a holiday dinner. “We don’t,” he responded. “Do you want that for your kids?” Ulmer asked.