Client Scheduling – Should you or they?

Under normal conditions, your best sources of revenue are your existing clients.  So my query for this week is:  how often should you schedule a meeting with clients AND who should initiate the contact?

Many advisors wait for the phone to ring because they are unorganized, afraid, too busy or just don’t care when the next client meeting is.  But a funny thing happens when you meet with a client: they actually need you to do something for them that involves you getting paid and them becoming more satisfied!

Imagine this –Every time you make contact with a client, it generates revenue.  Now for some, this will mean retention of existing revenue (you don’t want to lose this) and for others it will mean an engagement that generates new revenue.

Sooo… waiting for the phone to ring is costing you money.  You MUST have a system that brings your clients to you on a regular basis.  The system we know best is the one used by most dentists.  People do not generally like to visit their dentist and the dentist knows this.  Therefore, the staff is instructed and trained to book the next 6 month appointment before the patient even leaves the office.  How amazing is that!

Work within your firm to create a methodology that keeps you in front of your customers and clients on a VERY regular and systematic basis.  For you, it will preserve existing revenue and generate new income.  For your clients it will help provide the care they need and deserve.

Guide – You need to schedule appointments with your clients; do not wait for them to schedule with you.

Action Item – Develop a system for booking the next appointment with your clients – It will pay off!

© 2009 The Advisors Center, LLC  – All Rights Reserved


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