Earning referrals faster is as easy as having a mindset that is helpful and thoughtful and by ultimately having focus on the overall experience of the client. The experience isn’t just them sitting down you with, it’s everything in entirety that is reflected back on to you.
We’ve all been there, dodging construction or fumbling with parking as we arrive at a meeting wondering why someone just couldn’t have told us ahead of time about this. Surely this didn’t just happen over night?
Recently, I headed to a meeting early one morning, only to have the elevators not work at 8 am for guests, no listing in the directory and their office phones turned off. “Maybe they never wanted to see me I began thinking!” They did, the problem was the lack of foresight by their Administrator and the Advisor not inspecting their entire process. Leaving things to chance is not how practices grow.
Here are 7 things you can do right now to be more helpful and thoughtful with your clients and prospects:
#1 Offer a PDF that has driving and parking directions in your meeting confirmation email. Here’s a copy of mine so you can see an example.
#2 If there is construction going on around your building let you clients know ahead of time.
#3 Provide your contact information on EVERYTHING, so it’s easy to connect with you
#4 Offer a pre-meeting checklist 2 days before the appointment.
#5 Provide a summary of insurance policies with all of the information handy (policy numbers, renewal dates, etc.)
#6 Provide a meeting summary in bullet point form highlight major topics covered, any homework they needed to do and the confirmed date for the next session.
After the session, send them a handwritten card acknowledging them.
#7 After the session, send them a handwritten card acknowledging them.
For more ideas on how to grow your practice, consider Ty’s “Practice Mastery Newsletter.”
Ty Hoffman, FMA, CHC
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