After a potential client visit, the producer should either:
- Handwrite a short note reinforcing the opportunity to work together or…
- Write a letter confirming their understanding of the meeting and future steps with a timeline.
- About 6 days later, the potential client receives a letter from an agency principal.
- In about 8 days, the next touch is from the account manager.
All of this is set up by the producer laying out the timeline when he/she will come back to present.
You miss the opportunity to be hired because there is no contact between the first visit and presentation time…often 30 or more days. (If there is contact, it is typically to gather additional information…a time waster in the buyer’s mind.)
That also plants the seed in the potential client’s mind the producer didn’t do a complete job during the initial information gathering stage. (The buyer may think, “Will it be any better if that person is my insurance agent?”)