| Preparation- always prepare for your appointments. | | | | precision. Go to extra lenghts toselect clothes and |
| Do your research and think inadvance about your | | | | shoes which are elegant and of highquality. |
| clients needs. How can you make the interaction | | | | Take notes- make sure you take notes during the |
| aspleasant and result oriented as possible? Reassess | | | | meetings. You need to do this insuch way that it |
| previous phone callsand understand the most | | | | doesn't bother your client. You note down the |
| important points that your potential client isgoing to | | | | mostimportant things your partner is seeking and |
| address during the meeting. | | | | what can you do to helphim/her. |
| Listen to the client - Many insurance professionals | | | | Be short and to the point - Understandand respect |
| arepreoccupied about getting their own agenda | | | | the value of your clients' time. Get straight to the |
| through at all costs and themake the crucial mistake | | | | pointand even the conversation shifts off topic, don't |
| of not paying enough attention to what theirpartner | | | | let it go overboard.This requires a great deal of |
| has to say in the first place. Listen carefully, as it | | | | experience and calibration, but as timegoes, you'll |
| notonly communicates trust but ensures that you | | | | master it. |
| don't waste your clients'time. It is about them, not | | | | Speak withenergy - Make the appointment |
| you. | | | | memorable and pleasant foryour potential client. Be |
| Bepunctual - attention to detail should be one of the | | | | sure to always bring in a slightly higherenergy level in |
| corepersonality traits of an aspiring planner. Arrive | | | | the conversation. It's vital for both of you to |
| exactly on time forthe meetings if not slightly earlier. | | | | lookforward to the next meeting and always leave |
| Send pre-meeting and post-meetingnotes, reminders, | | | | feeling better thanbefore. |
| choose a location which fits the client and ensurethat | | | | Ask for other means ofcontact - always ask for |
| there are no distractions during the meeting, including | | | | other and additional means ofcontacting your client, |
| your cellphone. You need to live up to what you | | | | regardless of the fact whether it's your firstmeeting |
| promise - reliability andexpertise. | | | | or an annual one. Phone numbers change as well as |
| Grooming- Take care of yourself and take it | | | | e-mails andhome addresses, and this is a great |
| seriously. Just as in finances,every detail matters. | | | | opportunity to update your contactbook. Ask for |
| Dressing- Individuals working in the financial sector | | | | day phones as well, it makes it easier to arrange |
| need to pay extraattention to how they dress. | | | | furtherappointments. |
| People trust us with their financialinformation and | | | | Schedule the secondmeeting on spot - Let the client |
| they need to be assured that it is in safe | | | | write it down the dateand time of your next |
| hands.Everything about you has to match the values | | | | meeting. This makes things easier, faster |
| you're trying tocommunicate - trust, reliability and | | | | andsmoother. |