By Julian H. Good Jr., CLU, ChFC
A key to our success is developing what we repeatedly do — in other words, our habits. These two habits, in good and bad times, have helped me qualify as an MDRT member for more than three decades:
No. 1: Have 10-12 appointments every week you are working
Your appointments can be in-person meetings with clients and prospects at their office or your office. Alternatively, they can be remote conversations on Skype or telephone. There are many ways to communicate — do whatever works for you. The key is to have 10-12 appointments per week consistently with clients and prospects. Two to three of these meetings should be with prospects. If you do, I guarantee you will be successful.
For more about business activity levels, watch “Are you losing $15,000?” from MDRT members Tony Gordon and Alessandro M. Forte, Dip PFS.
No. 2: Ask clients and centers of influence to refer you to other individuals and businesses
When you ask for referrals, you are asking someone else to help you. And when you have built a relationship based upon trust with a client or center of influence, you have become referable. Your clients and centers of influence will be happy to help you. You just have to ask.
How do you ask for referrals? One way is to develop a script you are comfortable with. Ask who else might benefit from the products and services you provide. It does not have to be long or elaborate. It must, however, come from your heart, and it must sound like you!
Whether you’re early in your career, or later into your career, be sure to integrate these two habits into your daily and weekly routines. They are some of the keys to success in our profession.
For more about referrals, read “Finding referrals and overcoming objections.”
Julian H. Good Jr., CLU, ChFC, from New Orleans, Louisiana, has been an MDRT member since 1984. He served as MDRT President in 2011 and is a Top of the Table qualifier. Watch Good talk about “What separates good from great advisors.”
I’m a new business and do not have this sort of volume yet but my question is how would a planner keep up with file notes, compliance, strategy research etc when having 10-12 meetings/week?