I am a new FA calling on appointments and having a decent amount of success getting the appointment, but when it comes time for the appt they are no shows. Sometimes even when I go to their house. I know this is not unusual but I’d say about 75- 80%% of the time no shows. Can someone help me with adding value or getting more prospect buy in to meet with me?
After they no show, I call them back like nothing happened the next week and say sorry we couldn't get together last week, do you have time this week?
Is there a better approach or something I am doing wrong? Any help is greatly appreciated.
Couple of things you can do to improve this:
1. Send a post card reminder three days before the appt.
2. Schedule the appointment at their home
3. Call before the meeting to remind them (although this can be tricky and cause people to back out)
It'll get better for you in time. I had the same issue when I first started.
I would agree with Superman about calling to confirm and when you set the appointment give them your number so they can call if they need to cancel. When you call and confirm say it in a way so it is difficult for them to back out, just something quick like "Hey Joe, just calling to remind you about our 2:00 at your place, see you in a bit". You will get no shows, part of the business but little things like this and others will help. The good news, if you build a nice book all fee based, you will no longer care if a client is a no show at your office, more time for reg rep forum!!
I call a day before to confirm and at the 15-min-late mark. My time is very valuable, I certainly don't need someone wasting it.