Meetings with clients have been the core of professional financial planners’ workday. This is undoubtedly the most crucial element in determining one’s reputation, success, and satisfaction with clients. It doesn’t really matter how professional you are on the phone or how effective your website or marketing strategies are, what matters is your ability to communicate face-to-face.
This article will help to understand the fundamentals of building long-lasting relationships. These relationships will allow you to generate more referrals and help you establish yourself as a stronger businessperson.
Preparation Always prepare for your appointments. Research your client’s needs and prepare for them in advance. How can you make your interaction pleasant and productive? Analyze your phone calls to determine the most important points you need to make during the meeting.
Listen to your client Many insurance professionals get so preoccupied with their own agendas that they neglect to listen to their partners. It communicates trust and ensures you don’t waste clients’ time. It’s about them and not you.
Be punctual Attention to detail should be a core trait of aspiring planners. If possible, arrive on time to the meetings. Pre-meeting and Post-meeting Notes and Reminders. Choose a location that suits the client. Make sure there is no distraction during the meeting. Your promises must be kept, including reliability and expert.
Grooming: Take care of your body and take it seriously. Every detail is important, just like finances.
Fashion – People working in the financial industry need to be more conscious about how they dress. We are trusted with financial information, and people need to feel safe. Your entire persona must reflect the values you are trying to convey – trustworthiness, reliability, and precision. Select elegant, high-quality shoes and clothes by going to great lengths.
Take notes. Ensure you keep your notes in the meeting. This should not bother your client. It is important to note what your partner wants most and what you can do to help.
Keep it short and to-the-point – Respect your clients’ time. Even if the conversation moves off-topic, get straight to the point. Don’t waste your time. This takes a lot of practice and calibration. But, with time, you will master it.
Talk with energy. Make your appointment memorable and enjoyable for your client. Always bring a higher level of energy to the conversation. Both of you must look forward to your next meeting and leave feeling more positive than before.
Ask for additional contact. You should always ask for alternative ways to reach your client, no matter if it is your first meeting or your annual. It is possible to update your contact list by asking for phone numbers and e-mails. It makes it easier to schedule further appointments if you ask for day phones.
Set up the second meeting at spot. Let the client note the date and time. This will make things much easier and more efficient.
