Want More Appointments? Then Follow Through!

I was scratching my head.  So an advisor used a marketing system that did all the hard work for him.  It found people with more than $1 million who wanted to meet with advisors for second opinions.  Now these were NOT leads… but people that wanted to meet in the advisor’s office.  Awesome right?

I asked him how it was going, and he said about 20% of the people weren’t showing for their appointments.  I asked him how the conversation on the phone went when he called to confirm the appointment.  He told me he hadn’t been doing a confirmation call!

Wow!  I can’t believe he was getting 80% of these people to show up!  He was just relying on the phone call the appointment setting folks had with the wealthy clients.   Think about it… these people made the appointment for a second opinion… and then they hang up and think… “Wait a minute!  Who will I be talking to?  Will they try to hard sell me?  Hmm… maybe we shouldn’t go, after all.”

All he needed to do was give folks a call and have a friendly… non-salesy call with these folks and there is a high likelihood many would have showed up for their appointment.

Always follow through!

  • If you leave a voicemail… follow up with an email, referencing the voicemail
  • If you send a letter… follow up with a phone call and/or an email
  • If someone makes an appointment for you… follow up with a friendly phone call

Don’t rely on just one contact.  If you want to get the most of all your marketing… contact people as many ways as you can… AND give them as many ways to contact you back, as well!

About Mike Kaselnak

Michael Kaselnak is considered one of the top marketing and sales experts in the financial services industry. He has personally mentored over 300 financial advisors in the past 10 years. These financial advisors saw their average production increase by 62%. Many saw increases of over 300 percent. He writes articles that have appeared in many mainstream magazines and has written the popular report 300 Financial Headlines that sell.
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