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PSA 9 - Pre-Appointment

"Paying attention to the 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 client, which attracts them to you.

WHAT should you expect?


You will: 

  • Make a professional first impression on a potential 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

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, 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 the existing client who made the introduction.

    • 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. 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 2_Initial Contact Script.

  3. If this is a high value client, send your Introduction Kit and Confirmation Letter to the potential client prior to the meeting.  For all other prospective clients, make sure you have an Introduction Kit ready to present in the 1st Appointment.

    • CUSO will help you create the remainder of your Introduction Kit which includes:

      • Your Advisor Biography

      • Team Description

      • Our Partnership Approach

      • Our Financial Planning Approach

      • About Your Organization

    • Create your personalized Introduction Kit using the templates provided:

    • All Introduction Kits must follow marketing standards prior to use and be sent in a Credit Union/Organization Corporate Folder with your business card attached to the inside cover.

  4. Call two days in advance of the scheduled meeting to confirm.

Remember to:

  • Refer to Pre-Appointment steps on the New 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.

Watch Here to Learn More




PSA 9 Pre-Appointment

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