Have you ever sat down to do something that you feel is important, such as prospect new people, follow up with prospects stuck in your sales pipeline, or prep for an appointment, only to have the moment hijacked by client interruptions? It might start with a quick client email, then a call from a client about their portfolio, followed by a text from a client to reschedule, and the next thing you know, an hour has gone by. This process could continue, and the entire day might pass without you ever getting to the essential things you intended to do. If that sounds familiar, know that you are not alone!
Most financial advisors, insurance agents, wholesalers, branch managers, and agency managers have never learned how to master what I call a Defensive Client Servicing System, which is a set of strategies that help you protect your time, minimize distractions, while still providing clients with excellent service. Often, advisors treat each distraction as a fire that they need to put out immediately. They end up thinking a reactive approach rather than a responsive one is a badge of honor, buying into the idea that being “always available” equals excellent service. Unfortunately, constant reactivity isn’t sustainable, not for you, your team, or your clients.
This episode shares practical strategies that successful advisors and agents have used to identify, build, and benefit from a Defensive Client Servicing System, so you can control your day instead of letting others control it for you!
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