Follow-up is an area where you can make a real difference and seperate your self from the typical advisor. It is also the one area where I find it hard to get people to do. At least for any length of time.
Lots of people think they are great at follow-up. They tell me they do everything that can be done. When I ask them about their system I usually find out 2 things:
- They have no system of follow-up
- They think that calling a client to remind them to send in a premium is follow-up
Real follow-up requires a strong commitment to a set system that is worked on a daily basis. It also means clients get written communications (email) as well as verbal (phone call or message).
A lot of the burden of follow-up can be relieved if you set up a system. We have a group in TX that has a number of pre-written letters that are easy to utilize and reproduce for whatever the situation. They also have a list of who, when and why they are following up and they work the system to perfection.
You need to sit down and see what type of letters you will want to send out. The reasons could be many…here are a few:
- Reminders of when CD’s or other term investments are coming due
- Reminders that an opportunity is running out (conversion?)
- Explanations of a topic discussed at last meeting
- Relevant articles about a topic yu discussed (see article on library)
- A letter telling a client you have done a certain thing you said you would and what the current status is
- A thank you letter reinforcing the purchase decision
- A letter that explains the underwriting process
- A thank you for a referral
- A welcome letter to a new client…
And the list can go on and on. Take the time to make your list. Then set it up. A little time up front will save a lot of time down the road. And then you can really say…”I follow-up!”