Last year we were lucky enough to host a conference featuring Joe Ross from AIG and the Sequoia Program called “High Impact Appointments” All who attended walked away with some great ideas on how to get more out of each appointment. Here is one of the better ideas for you to consider:
Define Your High Impact Appointments
The typical financial professional conducts dozens, if not hundreds of meetings every year. While we like to think that each contact is a unique experience, the far more likely scenario is that dozens of meetings are generally made up of perhaps 4-6 different types of meetings done multiple times each year. Furthermore, while it is nice to believe that each of our meetings has equal impact, the reality is that only a handful, perhaps 2 or 3 of our meetings actually produce the greatest impact on future business with clients. The ability to repeat those relatively few high impact appointments has an enormous impact on our overall success.
So which appointments produce the highest impact? That is for you to decide. No two times are the same and there are differences for each of us. For this reason it is good to define and identify what are the 3 or 4 highest impact appointments in your arsenal. Once defined you need to focus on a few key elements. Break it down so you can duplicate success over and over again.