Now that the appointment is set and confirmed the client arrives, you have your meeting, do some business and they leave. Now what? Why you should send a follow up letter of course. In my experience roughly 20% of advisors consistently send follow up letters. Remember that a follow up letter is not only a great service to the client it is also great for compliance reasons. It is a great way to document what you discussed and what was agreed to.
The follow up letter should actually be prepared in advance before the meeting when you are creating the agenda. After the meeting edit it as necessary and then send. At a minimum include what the agenda was you discussed, what the client agreed to do and what you agreed to do.
Also include the time of their next appointment and if you used the system I described above it is already in your calendar. If it is a new client please set their next appointment before they leave the meeting and then include it in your follow up letter. Follow up letters will ideally go out within 24 hours of the meeting.
Your new turnkey service model has you spending your time wisely. Clients are thrilled because they have a set schedule 12 months out of when they will be seeing you and it puts their worries at ease. When they receive the follow up letter it confirms that everything you discussed is in motion and their next meeting is already scheduled.
If you would like fantastic referral systems to use during your client meetings please visit www.remarkablereferral.com.
Todd Colbeck is principal and founder of the Colbeck Coaching Group,
a subsidiary of General Business Center, Inc. You can reach him at this email address.
