Keys to success and gaining your clients' trust with Van Mueller

By Paul Wilson

Trust Project


Van Mueller knows a thing or two about what it takes to become a successful producer. Mueller is a 40-year veteran of the insurance industry who has been Top of the Table at MDRT for the past 21 years. He was also the 2010 Senior Market Advisor magazine Advisor of the Year.

Mueller speaks with the type of confidence that only comes with experiencee and success. No matter the question or topic, he seems to know just what to say.

How can advisors earn their clients' trust?

"If you want somebody to trust you, trust them first," Mueller says. He emphasizes the importance of being open with clients, asking questions and showing that you're truly interested in them.

"It's not about you, it's about them. That's how you get somebody to trust you, by showing a concern for their well being ... It's never about us. They don't care about us. It's about them."

What do you tell clients who are panicking due to the current economic environment?

Mueller becomes excited when this questions comes up. "Have there ever been bad times in the history of the world before?" he says. "During those bad times, even during the Great Depression, were there any people who made money? Was it the people who planned and prepared or the people who just let stuff happen to them? Which one do you want to be and when do you want to get started?" "The more of this [economic upheaval] that happens, the more spectacular the opportunities are for our prospects and clients if they operate from a position of safety. Insurance professionals can provide a safe foundation amidst all the unrest and fear," Mueller says.

To hear more from Mueller, including how he found the courage to turn around his career (it involves getting fired) and to stop hating his customers, watch the videos or listen to the entire interview below.

In the first video, Mueller explains his success and provides insight into some of the strategies that have worked so well for him.

For best viewing quality, click the full screen icon in the lower right of the video player.

Media Player


In part two, Mueller discusses the state of the insurance industry and the vital skills that most advisors aren't being taught.

Media Player


To listen to the complete interview with Van Mueller, click here.