We are refining the process and scripting the AM uses when sending both an email and scripting on the phone when reminding a prospect of their upcoming Financial Road Map™ Meeting. The goal is to have the Financial Road Map™ meeting confirmed so it occurs. Would you send the email first, for example 3 days prior to the Financial Road Map™ and then also have the AM make the phone call to confirm the Financial Road Map™ meeting? How many days before the Financial Road Map™ meeting would you have the email and phone?

Article ID: 559

Last updated: 20 Nov, 2019

Your AM is accountable for making sure that they show up prepared for the appointment. Does he / she know that? How far in advance does your AM say he / she needs contact them in order to make sure they show up prepared?

Immediately following the appointment being scheduled by you, your AM should make contact by email and phone. The email is to remind the client what they agreed to with you on the phone to be prepared for a successful experience. The phone call, made the following day of the email, is to confirm they received the email, have read the email, understand what to do, agree to do it, and to offer assistance to make sure it gets done so they show up prepared for the Financial Road Map® interview, which is your AMs accountability, right?

I don't believe an email confirmation will be necessary when your AM is doing his / her job as described above to be in touch with your prospective clients. That's all taken care of in the prep phone calls.

As stated previously, a key outcome of him / her doing their job is how impressed the prospective clients are with them. The human touch points between your AM and your prospects must be consistent with you being one of the best FAs in the world. Everyone who interacts with your AM should have the feeling that if your AM is this amazing you must be really, really, really good at your job and an incredible human being for having such an amazing person working with you. Your AM interacting with these prospective clients at this point to help them prepare for the Financial Road Map® interview is the continuation of the quality relationship that began when your AM impressed during the Phone Consultation preparation.

Your prospective clients should be enthusiastic about meeting your AM. Don't be surprised if they hug when they meet face-to-face for the first time.

Does your AM know that this is an outcome that you use to measure their success in their job? What will you do to make sure this is crystal clear?

Does your AM possess the people skills to be this good?

« Can you please comment if the email below can be improved...

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Can you please comment if the email below can be improved upon. Hi Delbert, This is a courtesy reminder of your scheduled phone consultation with _____________; he will call you at work at the following number: xxx-xxx-xxxx. Date: Thursday, September 17 Time: 1:00 PM Duration: 20 minutes To help you get the most out of your experience, please have your Values-Based Financial Planning Book and Financial Road Map handy when he calls, you do not need to read the book. The purpose of the Phone Consultation is to go over some of the key concepts in the book and how they can favorability impact the quality of your life. If an emergency should arise that prevents you keeping your appointment, please contact me as soon as possible so we can reschedule for another time. John is looking forward to speaking with you!

In the last three business days, I had 11 Phone Consultations scheduled. Two were completed. Two were busy at work when I called and didn't want to complete the call, one didn't have the book, one canceled before the call, one canceled after no showing the call, two had forgotten and rescheduled and two more never answered when I called. To some extent this is normal. However, I am a little frustrated and disappointed. What can I do to be more effective in completing the Phone Consultations?

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