Following Up On Client Meetings

Wednesday, August 26th, 2009

Among the speak­ers at the recent Top Advi­sor Sum­mit was Rick Clay­don of Stonegate Pri­vate Counsel.

In the run up to the Sum­mit, Rick shared a sim­ple idea with me that has allowed him to fol­low up every meet­ing with a note within twenty four hours and had a dra­matic impact on his pro­duc­tiv­ity as a result.Like most advi­sors, he’s always rec­og­nized the value of an imme­di­ate fol­low up note after meet­ings with exist­ing and prospec­tive clients, as well as the accoun­tants and other pro­fes­sion­als who serve them.  The chal­lenge is how to get these notes out quickly and consistently.

A cou­ple of years ago he began using a ser­vice that has made a huge dif­fer­ence in his prac­tice. For $80 a month, he sub­scribes to a ser­vice called Copy Talk (http://​www​.copy​talk​.com/).

After every meet­ing, he calls in and dic­tates a quick fol­low up note. The ser­vice offers same day turn­around with unlim­ited dic­ta­tions per day; the only con­straint is a max­i­mum time of four min­utes per dic­ta­tion (so that occa­sion­ally he has to call back and break a longer note into two or three parts.)

The key to mak­ing this work is to build the fol­low up note into your rou­tine — the meet­ing is not over until you have made the call and dic­tated the let­ter. Don’t let fol­low up notes pile up — before leav­ing the office, take ten min­utes to edit and send the notes that have arrived in your inbox that day.

Rick has built his busi­ness through refer­rals from accoun­tants and has shared this idea with some of the accoun­tants he works with as a way to bring value to the rela­tion­ship. He told me that he is happy to share this idea with any advi­sor who finds it of value — note that there is a 30 day free trial to test this out. All he asks if some­one signs up is to note that they heard about Copy Talk from him — the ser­vice relies on refer­rals to grow and offers a small thank to any­one who refers other customers.

For more infor­ma­tion, please visit http://​www​.get​keep​clients​.com.

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Tags: Accountants, Claydon, Client Meetings, Constraint, Dictation, Dictations, Dramatic Impact, Four Minutes, Free Trial, Inbox, Maximum Time, Private Counsel, Productivity, Prospective Clients, Referrals, Signs, Speakers, Summit, Turnaround, Twenty Four Hours
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Assigning jobs to retirement portfolios

Wednesday, August 19th, 2009

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Tags: Jobs, Retirement Portfolios
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How to really resonate with clients

Wednesday, August 5th, 2009

Barry LaVal­ley dis­cusses the oppor­tu­nity that you have to res­onate more pro­foundly in your com­mu­ni­ca­tions with your clients by focus­ing on get­ting them to under­stand you rather than demon­strat­ing to them what you under­stand. Stop using jar­gon, and start sim­pli­fy­ing your com­mu­ni­ca­tions. Relat­ing knowl­edge to your clients is more about appeal­ing to their right brain, to their emo­tions, their ideas, and over­all, being focused on “what’s in it for them,” and then effec­tively tying it back together with the facts, fig­ures, charts and logic. 

Read the whole arti­cle here

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Tags: Emotions, Jargon, Knowledge, Lavalley, Logic, Right Brain
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