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<\/a>Pellegrini\u2019s session focused around a systematic scheduling process “…to turn prospects into clients and clients into referrers”.\u00a0 She says\u00a0 whether you do it yourself or if someone else is making the calls, the calls need to be made daily to keep your calendar full.<\/p>\n
\u201cWhen you have the right number and type of appointments you want, the business will grow. However, it doesn\u2019t matter if you want three or 23 appointments per week; a routine system makes it happen.\u201d<\/p>\n
She believes that advisers need to let go and delegate all scheduling. The adviser, she says, needs to be in front of prospects and clients \u2014 not trying to get them scheduled.<\/p>\n
…Some advisers will think the scheduler will not be as effective as they are themselves…<\/p><\/blockquote>\n
She knows some advisers will think the scheduler will not be as effective as they are themselves.<\/p>\n
\u201cHowever, with proven experience as a scheduler, and now as a trainer, I find the reverse to be true. Being consistent on the phone, the scheduler can form a relationship with referrals, prospects and\/or clients. They won\u2019t look at the scheduler as a salesperson, even though they are selling the most important thing, an appointment.\u201d<\/p>\n
She reminds advisers that doctors or dentists don\u2019t call you to schedule your appointment. \u201cThey focus on being in front of their patients just as an advisor should be in front of people.\u201d<\/p>\n
She says that to eliminate cherry-picking, a routine system to work the client base is crucial. Ideally, the prospects and clients will pop up regularly. She advocates calling everyone in your system at least twice a year; perhaps on their birthday and again six months later.<\/p>\n
She says this means that everyone on the list, client or prospect, will be called for an appointment or to touch base.<\/p>\n
Pellegrini says that for the calendar to be consistent, calls need to be made daily, first thing in the morning. \u201cWith daily calls, the scheduler will only need about one hour a day. Yes, client service, interruptions, answering incoming calls, etc. are important. However, if calls aren\u2019t made, all the other work wouldn\u2019t be there.\u201d<\/p>\n
She says its important too that the scheduler leaves a short message to drive someone to call back. If they don\u2019t call back, call again three days later to create a sense of urgency, and don\u2019t give up.<\/p>\n
One of Pellegrini\u2019s main points was to ensure accountability.<\/p>\n
She says the schedulers should be tracking their dials daily: calls, reaches and appointments. It doesn\u2019t take much time to make the calls. As an example, if the schedulers average about 23 calls per day, they will make 20 appointments per week, excluding any type of cold calls.<\/p>\n
She says that with accountability every week, the adviser will know the calls are being made and that if the calls aren\u2019t being made daily, your calendar will remain inconsistent. When tracking, you can make the appropriate changes to get results. The three things to review are:<\/p>\n
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- The number of dials per week<\/li>\n
- The percentage of reaches<\/li>\n
- The conversion of reaches to appointments.<\/li>\n<\/ol>\n
The average is usually 35 percent reached and 50 percent plus of reaches to appointments. If reaches are low, the schedulers might need to increase their dials until they reach more people. And if the appointment percentage is low, they probably need more training to creatively overcome the objections to get the appointment, she says.<\/p>\n
MDRT’s online event featured more than 100 speakers across different platforms\u00a0 and covered global and consumer trends along with a large number of practical sessions on running an adviser business more effectively.<\/p>\n
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