I was trained to use the telephone to make appointments for face-to-face meetings where relationships are developed and business is conducted. But that is not always how the potential, or current, client wants it to occur. With work, family, and other commitments, time is precious. I’m seriously rethinking my approach.
As insurance and financial advisors, we have an obligation to know our clients and to make recommendations appropriate to their circumstances. This may involve several meetings of a financial planning nature. Some clients do their homework and have needed information prepared, while others reluctantly follow along. Others don’t want this at all. They have a purchase in mind and want to get down to business. This likely leads to comparisons, information, and an ultimate decision. It may be quick or it may still extend over a period of time. It is actually rare for me to sell during a first meeting, as there is usually some research to be completed.
A lot of this can be done over the phone, or by desktop video conference, such as Skype, Windows Live, or ooVoo. If this is what the client wants, to save time and for ease of scheduling, why not! It will still differentiate me from a web-based sale where there is no interaction. I have an obligation and need to obtain information to respond appropriately, but I can do much of this online or on the phone. Details can be gathered, illustrations are easily prepared, and technology allows it to be delivered in a number of ways, including face-to-face if more desirable at that time. Of course, for most business, we will still need to meet in person to finalize, but that time is greatly reduced. I remain as the advisor when needed online, on the phone, and in-person. Just keep in mind my fiduciary obligation to ensure clients are aware of ways I can assist with other products or services that may be relevant to their circumstances.
So, virtual coffees while speaking with your life and disability insurance agent? Would that be your preference? I can’t say I dislike the idea, and virtual education IS one of my passions.
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This is the blog of Antony (Tony) Ratcliffe of Ratcliffe Wealth & Risk Management, operating in Edmonton, Alberta, Canada. Tony is an independent Life and Accident & Sickness Insurance Agent and Broker. Blog entries are an expression of the author’s personal opinions, and the insurance companies represented will not be held liable in any way for the opinions expressed herein.
2 Comments
All great ideas but I would also add another item to it: consider doing a virtual event/meeting. Virtual events and meetings are a great way to stay in front of customers, generate new leads and help close business already in the pipeline. These solutions are being deployed so rapidly by companies that the market is projected to exceed $18 billion by 2015. If you are interested in how you can use virtual environments attend the Virtual Edge Summit Feb. 22-23 (virtually or in-person if you are in/near Silicon Valley). There is no registration fee if you take a short survey.
Virtual Edge Summit 2010 is the only event that focuses exclusively on providing education, training and solutions for planning and producing virtual events, meetings and communities. Over 2 days, 80 experts will share their experience with you, and be available for one-on-ones. The event also offers a rich program for featuring experts from Cisco, Stanford, IBM, Disney SAP, Oracle, Intel as well as top virtual technology and service providers like InXpo, ON24, 6Connex, Stream57, CGS VirtualEvents365, George P. Johnson, Unisfair and Digitell.
When: February 22-23, 2010 8am until 6pm
Where: At the Santa Clara Convention Center in California and virtually in browser based virtual environments offering 2D and 3D experiences.
Register at http://www.VirtualEdgeSummit.com
This is certainly what could be called a spam message! You have added it to two of the blog entries. However, I have registered for the vitual conference with the fee waived for completing the survey. I will let the comment stand, although I removed the second instance of it. Perhaps there is an acceptability factor with spam, particularly when it is for a free event.
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