The Power of “Follow-up”

There is an unmistakable energy when a great client meeting concludes. You believe that the client is going to move forward and there is no way that this is going to stall. However, even the best client meetings have a remarkably short life if not acted upon.

After a great client meeting, how long do you think the impact lasts? A few hours? Maybe a day? Two days at the most? The quality of follow through is imperative. It serves three vital roles:

  1. It provides the information necessary to advance the relationship with the client.
  2. It enhances your reputation as a professional.
  3. It extends the “lift” or “energy” of the initial effort into the future.

Here is a good follow-up formula to use for all of your client meetings. Both good and the not so good meetings need follow-up…so make a plan and follow it.

  • One day later send them an email thanking them and recapping the details of what happened in the meeting. If you promised information or materials provide it here.
  • Three days later contact them via the phone to schedule a follow-up appointment or call
  • Seven days later follow-up by sending at least a hand written note or thank you card through the mail

About Jeffrey Berson

40 years in and around the industry has made Insurance a part of my DNA. I have had the pleasure of working with and for some of the greatest minds in our industry. My "Bersonal" View is an attempt to capture some of the best ideas, the best concepts and the best practices in a way that can lead to success for others. It will certainly be my point of view, so please...don't take it "Bersonal".
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