In general, people are busy.
They have jobs, kids, spouses, bills and overall life taking priority (and occupying mental space).
Between inflation, politics and current events; your financial leads & prospects 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 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.
Here are common reasons for no-shows & how to improve appointment attendance.
Why Your Appointments Don’t Show
Your financial 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 solving a burning desire for them, they will not remember what form they even signed up on.
And the value of the appointment to them is much less than it is for you.
This 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 not ready to buy or even ‘qualified’ to purchase.
Understanding this and having ways to categorize your leads & effective follow-up processes is key.
Another Scenario Why Leads Don’t Show
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.
If you the business owner/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.
Improve attendance to Scheduled Appointments
- Provide reminders. Balanced and not too many. Know when and how to send them. Or outsource this to your assistant.
- If they don’t attend, or miss their appointment – let them know you will have your assistant contact them to reschedule or give them opportunity to reschedule. The financial advisor is no longer ‘chasing’..
- 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 what is important to your prospect.
Your prospects & clients are busier than ever.
Even if they’re interested or need your financial expertise – life happens.
It’s your responsibility to help those that want appointment & minimize no-shows.
Remind them of the significance; what they will be getting in return and ultimately how it will impact their lives.
In the end – some will, some won’t
Find people that need your services & have systems in place to sift & sort.
There are surely many ways to improve your Show Rate and appointment attendance. These are simply a few we’ve seen consistently benefit our clients.
If you want help with following up or improving appointment attendance, fill out the form below. 👇
