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Re-engage Your Client
Re-engage Your Client

Bring New Value to an Old Relationship

Michael Schwabe avatar
Written by Michael Schwabe
Updated over a week ago

Is there a group of clients in your book of business that have not engaged with you in awhile? You may manage just one account or policy for them now. But, maintaining an active roll in their financial lives by providing them more solutions will greatly increase their value to you over time. So, here is an example of how you can re-engage your orphaned clients.

Which category do you fit into?

☑️ I have a long-time client that DOES NOT have an Asset-Map and I want to reestablish my value.

Follow the steps below

Estimated time for each step

☑️ Download a Sample

  • Search the word "sample" in the Household Search field.

  • Click your favorite to open the household's Summary Page

  • Click the Reports icon

  • Click "Generate Report" button and download it to your computer

⏲️ est. time under 1 minute

☑️ Make a client's household map manually. Click 👉 here to get started.

  • Add a stencil of your choosing.

  • Edit the stencil financials that you know to modify and leave the other stencil tiles for discussion during your meeting.

⏲️ est. time up to 15 minutes

☑️ Email Client

  • Attach the client PDF report.

  • Attach the sample as well. Point out that the sample could reflect some of the financials they have.

  • Example email text is found on our Letters page located 👉 here. Other example email text could include the words, "My advice starts with your Asset-Map."

(This is example text only. Your compliance standards overrides any examples we provide.)

⏲️ est. time up to ten minutes

☑️ View their map to seek opportunities.

⏲️ est. time up to 15 minutes

☑️ Meeting invitation

  • Example: "We're ready to go over your Asset-Map!"

  • Invite the client for an in-person meeting.

  • Or, invite the client to a virtual meeting.

(Ensure your client communications are compliant.)

⏲️ est. time up to five minutes

☑️ In the meeting

  • In-person meeting: Print a color hard copy of the sample and Client reports for everyone in the room and provide a pen to everyone, too.

  • Virtual meeting: In your browser, have the sample and their Asset-Map open, have your company web page open, close unnecessary windows and desktop items.

  • Review the purpose of your meeting using the Sample. "We will cover these items (point to the various members and financials on the sample) . Use the Marker tool to draw attention to the areas you want to address.
    ​

  • Ask the Right Questions and also go over the Financial Fire Drills found on the Reports page of the household.

⏲️ est. time one hour.

Provide a fun, informative experience.

✅ I have a long-time client that does have an Asset-Map but I haven't engaged with them in awhile.

Follow the steps below

Estimated time for each step

✅ Sort your Household Index by "Last Mod"

  • In your Household Index, click the "Last Mod" column to sort and view the oldest, untouched households.

  • Click to open the selected household(s).

⏲️ est. time up to 2 minutes

✅ Examine the client's Household and Asset-Map.

  • If desired, look at the Key Financial Figures to establish an understanding of their potential value.

  • Generate a Comprehensive report from the Reports page.

⏲️ est. time up to 15 minutes

✅ Email Client

  • In your email explain to them: "It's time to update your information. Take a moment to print the attached Asset-Map, mark it up and send it back to me. Or, email me your changes in your response."

  • Attach the PDF report.

(This is example text only. Your compliance standards overrides any examples we provide.)

⏲️ est. time up to ten minutes

✅ When returned, update and view their map to seek opportunities.

  • Ask yourself (and then your client in the meeting) great questions. Some examples are listed on this free download 👉 here.

  • Interpret an Asset-Map Report

  • If they haven't responded in a reasonable time-frame do a follow-up call or email.

⏲️ est. time up to 15 minutes

✅ When complete, send a meeting invitation

  • Examples:

    • "It's time for your review!"

    • "We're ready to go over your Asset-Map. I may have found a concern. We should talk."

(Ensure your client communications are compliant.)

⏲️ est. time up to five minutes

✅ In the meeting

  • In-person meeting: Print a copy of the client report for everyone in the room and provide a pen for everyone, too.

  • Virtual meeting: In your browser, have their Asset-Map open, have your company web page open, close unnecessary windows and desktop items.

  • Review the purpose of your meeting "We will cover these items because my advise starts here." Use the Marker tool to circle concerns and engage with the map.
    ​

  • Ask the Right Questions and also go over the Financial Fire Drills found on the Reports page of the household.

⏲️ est. time one hour.

Provide a fun, informative experience.

Tags: reengage, old, book of business, practice management, level

8/2021

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