Understanding the personality of your client can help you deliver on expectations. Do you need to build rapport? Is it best to get right to the point? The suggestions below can help you refine your approach with your clients.

The Thinker: analytical and logical

• Offer detailed explanations of coverage, benefits and long-term value
• Provide illustrations, charts, and reports that support data

The Relator: genuine and caring

• Build trust as a thought leader in the industry
• Share relatable testimonials that express the gravity of a situation when there is no life insurance

The Influencer: charming and action-oriented

• Deliver financial solutions with energy and optimism
• Demonstrate out of the box financial thinking and success stories

The Decisive: confident and direct

• Be confident and direct with proposed solutions
• Emphasize product attributes that might move the decision process along such as guaranteed issue, instant decision and e-signatures

Knowing what’s important to your clients can give you the advantage you need.