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Insurance PSA 1 - Pre-Appointment  Process

"Paying attention to simple little details that most men neglect make a few men rich."

 - Henry Ford

WHY is this meaningful to you?

It takes only seconds to form a first impression about someone and in many cases, these impressions are ever-lasting. Simply put: they can make or break a new relationship.  Most of us can easily recall times when a service provider or professional has fallen short of our expectations and ultimately disappointed us. This is not the road to introductions.

When it comes to thinking about service providers or professionals who have exceeded our expectations and pleasantly surprised us, most of us have to dig deep. For those of us fortunate enough to experience this service euphoria, we often feel compelled to share this joyous news of outstanding service with anyone and everyone who will listen. Now, that IS a recipe for success!

There is no question that you begin to create a first impression from the initial point of contact with a potential new client. Every move thereafter is being evaluated and assessed. You are being measured up.

In this strategy, you will learn a simple yet effective pre-appointment process that will help you organize and manage the first impression you make with a new client. The power of this process combined with the strength of a client introduction means potential new clients may know they want to work with you even before they meet you face-to-face.

WHO is this proven strategy designed for?


For those who want to create a unique and professional first impression with a prospective new insurance client, which attracts them to you.

WHAT should you expect?


You will: 

  • Make a professional first impression on a potential insurance client

  • Be confident and in control leading the relationship with a pro-active approach

  • Have prospects better understand what you do and who you are best suited to work with 

  • Set the stage for fit

  • Have your prospects tell you AND OTHERS how impressed they are with this process

WHAT you need to know


Note:  The items above are the resources created for the Financial Advisors, however the concepts and principle of the messages also apply to Insurance Advisors. 

HOW to Take Action & Implement Successfully?


The following sequence of pre-meeting activities will position you as professional: process-driven and client-focused.  Now let's review the Pre-Appointment steps.

Once you have received an introduction from one of your existing clients, someone else within your organization, a strategic partner or any other network, you need to begin planning the first impression you are about to create. In this section, we will review how you can create a professional and positive impression on your potential new client.

  1. Send a Thank You card to whomever made the introduction to you.

    • This may be an existing client, someone else within your organization, a strategic partner or someone in either your professional or personal network - it doesn't really matter, we always show gratitude.

    • Refer to the Step 1_Thank You for Introduction Card Sample as a guideline for your Thank You card content.

    • Use quality cards and always hand-write your Thank You Card. You will also want to be sure you hand-write the envelope and use a postage stamp when sending the card.

  2. Send a Warm Touch Email to Set Up Your Initial Call

    • Send a warm email introducing yourself and future-pacing the fact you will be reaching out by telephone.

    • This step is not required, but can be easily integrated where appropriate (i.e.  you have their email address and it fits well with your timing and approach).  Otherwise, you may choose to go straight to step 3.

    • You may modify this accordingly depending on the circumstances of the insurance lead.

    • Refer to Step 2_Warm Touch Email.

  3. Call the potential new client.

    • Make initial contact by phone with the potential new client to briefly introduce yourself and to outline the next step in the process for new clients.

    • Refer to Step 3_Initial Contact Script.

  4. Send the Email Confirmation.

    • Send an Email Confirmation the day of or day after the meeting is scheduled.

    • Include information about directions to your office and parking if the meeting is at your office.

    • Refer to Step 4_FIT Meeting Confirmation Email.

  5. Make the Confirmation Call.


Remember to:

  • Refer to Pre-Appointment steps on the New Insurance Client Checklist.

  • Ensure that each step is implemented at the appropriate point in the process.

  • Consistently use every aspect of the process with all potential new clients.




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