Focus on Phoning & Follow-Up

Recently, I held clinics for two Northwestern Mutual Greater Chicago offices, sharing my methods for client contacting and follow-up. The conference room was filled with financial representatives and staff, looking for new ideas to engage clients.

My secret is warm-hearted communication paired with technology.
When I reach people, I’m human—interested in their lives, focused on their needs. More importantly, I’m sensitive to their timelines. In other words, I treat each person as if their lives matter.
Follow-up can be infuriating. People have so much on their plates, they don't always respond to calls and emails. I simplify this painful issue, creating new habits to make sure no one falls through the cracks. Clients receive service. We learn more about each relationship.

Result: the practice evaluates this information regularly—sorting who is a customer, and who is a long-term client.

At the end of the presentation, an advisor...
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