It’s important that your clients appreciate the time you spend with them and take all meetings seriously. John P. Fisher, a four-year MDRT member from Downers Grove, Illinois, learned this the hard way.
“When I first started, there were these doctors who could only meet on a Saturday morning. It was a good opportunity, but I had this other advisor who said, ‘I wouldn’t meet with anybody that would only meet me on a Saturday morning,’” Fisher recalled. “I said, ‘I’ll just meet with one.’ He said, ‘I’m telling you, this will be the worst client you ever work with. If they can’t take the time when it’s important to do that, then they’re really just saying it’s not as important as you think it is.’
“At that point I said, ‘That’s fine; I’ll meet with them anyway.’ I had no one else to meet with when I first started. And he was exactly right. I wasn’t a priority to them. They didn’t mind that I was there on a Saturday. They didn’t mind if I came back every Saturday because it was most convenient to them. And that’s when I realized that it has to be as important to the client to meet at the time I’m working. My clients understand, and they’re flexible.”