Appointments

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Apr 30, 2009 7:08 pm

Curious how you guys ask for the appointment during calls.  What do you say? What's your follow up if they say they are too busy or not right now?

(and yes, I know - just ask!  Want to see what is working though)

Apr 30, 2009 7:48 pm

I've set an average of 8 appts per week this year, and my way is basically to ask them if they feel their family is protected for all their financial goals if they passed away, then if they say no I'll be like "If I could show you a way to make sure your family can reach their goals if you passed away, would that be something you would be interested in?"  If investments are what they want to talk about I'll say "If I could show you a way to better diversify your portfolio by reducing your risk and increasing your returns, would that be something you would be interested in?"  If they say yes then I ask if they want to come in for a meeting.  It's been working very well so far.

Apr 30, 2009 8:29 pm

Dont ask for the appointment, ask them what time they are coming in for the appointment... Mr. Johnson, I know we have had some discussions in the past and I have a few ideas that I think would benefit you, I am open on Tuesday morning or Thursday afternoon, which works better for you ?

Apr 30, 2009 8:35 pm
Ron 14:

Dont ask for the appointment, ask them what time they are coming in for the appointment... Mr. Johnson, I know we have had some discussions in the past and I have a few ideas that I think would benefit you, I am open on Tuesday morning or Thursday afternoon, which works better for you ?



That's a good approach.


May 5, 2009 2:02 am

Mr. Jones, what I do for clients is help them with X and X in order to make sure that they are in line with their long term goals, would that be worth about 30min of your time to talk about over a cup of coffee? 

May 5, 2009 2:06 am

I'm curious, anyone else pitch appointments regularly?  If you do and have had some success, can you share your approach? 

 
I think this is good exercise for anyone cold calling or calling within their network.  How else would you get them in the door.
May 5, 2009 11:05 am

I am not willing to share my approach other than to say I work with business owners to help them increase profits.  I then ask (language is key here) "Mr./Mrs. Business Owner, would you be opposed to inviting me in for twenty minutes to show you the kind of work I do?"

 
Note I didn't say 'appointment', nor did I ask to come in.  I asked them if they would be opposed to inviting me in.  Much softer, much different from what they're used to, and it works very very well.
May 5, 2009 12:43 pm

Client: "Blah, blah, blah, market, etc"


Advisor,"Wow, it sounds like we have a lot to talk about. Do you have a calendar nearby?"
client:"yes"

Advisor:"great, let's schedule a time on either Tuesday or Thursday to meet."

client:"Oh, I'm busy this week"
Advisor"I see, well since you have your calendar out, let's schedule something for next week"


The "do you have a calendar nearby" question has helped me set a ton of appointments. 


May 5, 2009 12:48 pm

business owners here as well.  i simply ask for 15 minutes to show them what i do and how i am different than the others.  working so far.

May 5, 2009 10:27 pm

With the warmer weather here, I don't ask to meet for a cup of coffee, instead, I offer to buy an ice cream at a well known local ice cream spot. No one ever refuses and a few attorneys have told me they are now doing it.

May 6, 2009 8:29 pm
Takingnames:

With the warmer weather here, I don't ask to meet for a cup of coffee, instead, I offer to buy an ice cream at a well known local ice cream spot. No one ever refuses and a few attorneys have told me they are now doing it.



VERY smart - especially considering many people may have a coffee in hand anyway.

I'm sure some mid day ice cream after a stressful week would appeal to a lot of people...

May 6, 2009 8:56 pm
InvestorTester:
Takingnames:

With the warmer weather here, I don't ask to meet for a cup of coffee, instead, I offer to buy an ice cream at a well known local ice cream spot. No one ever refuses and a few attorneys have told me they are now doing it.



VERY smart - especially considering many people may have a coffee in hand anyway.

I'm sure some mid day ice cream after a stressful week would appeal to a lot of people...

 
If some advisor asked me out for ice cream I would have two opinions about him. 1. He is a complete homosexual and 2. He is an unprofessional homosexual
May 6, 2009 9:04 pm

and Maybe she's not.

Kicking and Taking
May 6, 2009 9:24 pm

I just want ice cream.

May 6, 2009 10:56 pm
Ron 14:

 
If some advisor asked me out for ice cream I would have two opinions about him. 1. He is a complete homosexual and 2. He is an unprofessional homosexual

[/quote]

LOL. I guess I would reserve judgment until he ordered pink spimoni on a sprinkle cone.


May 6, 2009 11:03 pm

And then asked for a bite of yours !

May 7, 2009 9:14 am

It would be funny if you only ordered one large banana split!

May 7, 2009 8:57 pm
Ron 14:
InvestorTester:
Takingnames:

With the warmer weather here, I don't ask to meet for a cup of coffee, instead, I offer to buy an ice cream at a well known local ice cream spot. No one ever refuses and a few attorneys have told me they are now doing it.



VERY smart - especially considering many people may have a coffee in hand anyway.

I'm sure some mid day ice cream after a stressful week would appeal to a lot of people...

 
If some advisor asked me out for ice cream I would have two opinions about him. 1. He is a complete homosexual and 2. He is an unprofessional homosexual
 
Unless it was Miss Jones.