Skip to content
Close this search box.
Picture of Vanessa


NoShows & Improving Appointment Attendance

In general, people are busy.

They have jobs, kids, spouses, bills and overall life taking priority (and occupying mental space).

With COVID-19 and current events, people are more pre-occupied and distracted than ever.

As a financial or insurance advisor purchasing leads and growing your client base; your business is a priority.

Your appointments are important.

How important are those same appointments to Prospects or Clients?

For some of your prospective clients, your services are a necessity now and they show to appointments.

For others, the meeting they’ve scheduled with you is not nearly as important.

Why Your Appointments Don’t Show

Your leads have come through various funnels. 

Some were on Facebook, scrolling around, passing time. Saw an ad that caught their attention.

If the ad was not as compelling, or really solving a burning desire for them, they will not remember what form they signed up for.

And the value of the appointment to them is much less than it is for you.

Which now causes the advisor to either chase person to reschedule, or waste time on someone that was only Marketing Qualified, not Sales qualified.

In other words, they might be interested or curious.

But they are not ready to buy, or even ‘qualified’ to purchase.


Another Scenario Why Your Leads Are not Showing

There are thousands of Financial Marketing companies out there.
Ready and able to sell you Leads.

This is great.
We all need leads.

The downside is these same marketing companies ‘sell’ advisors on the leads being the best ever. They simply need to be called 15 times. 🤔

Tried at different hours of the day.
Using different phone numbers.

As a human and consumer, these tactics can turn us off quickly.

Which will result in Noshows and them no longer answering your calls or emails.

If you as the business owner or salesperson don’t properly determine where to slot your leads or how to organize your prospects, you will invest time & resources on the wrong people.

They will be annoyed and you eventually frustrated.

This is not beneficial for you, your business or the person you are hounding.

ImprovE attendance to Scheduled Appointments

  1. Provide reminders. Balanced and not too many. Know when and how to send them. Or outsource this to your assistant.
    Just make sure they are getting done.

  2. If they don’t attend, or miss their appointment – let them know you will have your assistant contact them to reschedule. You, the advisor is no longer in the ‘chasing’ role or a weakened position.

  3. Make sure you create enough value or interest for the appointment. Provide them something they want for attending. Do they prefer a “Retirement Review” or a “Financial Analysis”? Know which is more important to your prospect.

Minimizing the importance of the meeting (in an attempt to not be salesy), can backfire.

It makes it easier for people to miss Zoom call, try to reschedule or cancel altogether.

So remind them of the significance; what they will be getting in return and ultimately how it will impact their lives.

There are surely many ways to improve your Show Rate and attendance to appointments. These are simply a few we’ve seen consistently benefit our clients.

Try them.

Find what works for you & feel free to share with someone you think could use the ideas.

To your success and helping more people!


Share this post

Recent Posts

There is no right or wrong Email Marketing tool out there. As a Financial Advisor, you simply must understand your needs or requirements.

As an independent insurance or solo financial advisor, your resources are accounted for & usually thin. This is a fact and not a judgement. So trying to be the end all be all for your business is definitely NOT always…

After following up on 1000s of financial leads & helping advisors all over the US, we know there are many good reasons to get an assistant...

It's great if you are currently excelling in Estate Planning or booming with new Annuity clients.

But remember COVID-19?

If you're a solo Financial advisor, inbound leads are your bread and butter. So you should also know your processes in & out. Or it will cost you!

Financial leads are people. Not everyone that filled out a form wants to buy today (or even meet with you). Converting leads into prospects is part art & science. Quit trying to make every lead a client.

These days if you haven't heard buzz words like Automation, Outsourcing or AI you are purposely avoiding them or may be living under a rock. Regardless of which one it is; there are definitely benefits to using technology in your Financial Svc Business.

Having been a top producing salesperson for more than 13yrs. I know not everybody loves following up. The truth is; some Financial leads need follow up (& others don't)

Having followed up on Wills, Trusts & Estate plan leads since 2018, here are the top 4 reasons we like working Estate Planning leads.

There are countless ways to generate Financial leads. You can pay for ads on Facebook, PPC on Google, host financial Webinars/Workshop, buy pre-set appts (and so on). But are you leveraging your marketing to convey you're the Expert?


Fill Out the Form Below & Schedule a Quick Call Today!