Putting your clients and best prospects on a regular call cycle is an idea that is well known and well understood conceptually, however, for most advisors it remains a conceptual idea, not an executed one. The following example will illustrate.
Last week I was presenting to about 40 advisors on the topic of Referability and asked two questions:
Question 1: How many of you have your clients on a regular call cycle?
Nearly every hand in the room went up.
Question 2: How many of you have that call cycle set up on your computer where it tells you exactly who is due for a call and when? Or if you do not have it on a computer, you have a formal system set up so that no important calls slip through the cracks?
Nearly every hand in the room went down.
Here is how you take the call cycle idea from theory to practice, with an automated process.
Step 1: Go to the place in your contact management software where you set your to-do list.
Step 2: Learn to use the recurring appointment or recurring task feature on this software. Bring up one of your clients. Now schedule a call reminder in your database program that will come up automatically at the intervals you deem appropriate.
When scheduling your calls, I suggest you have each weeks calls come due all on the same day preferably Monday. By putting these important calls on Monday morning, youll get them made no matter what disaster or challenges the week may bring.
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