introductory phase.

So you've got a prospective client, awesome!

Now what?

First things first. Create a contact record in the CRM with as much data as you have: Name, email address, preferred phone - then create a future task to schedule an Introductory Conversation.

Schedule the Introductory Conversation with the prospective client.

After a date is set, you're welcome to send the prospect the link to “What to Expect” which will help set the meeting expectations.

Another helpful resource is our “First Meeting Questionnaire” which will give us a helpful roadmap as to what the family is looking for and will offer some insight as to what is most pressing in their mind.

We believe the first meeting should be about personal connection, but we also realize some families have pressing needs and we should empathize with that and provide them value on day one if possible.

One day before the meeting, confirm meeting date, time, and any agenda topics they feel were important.

Introductory Meeting

Personal connection is everything, ask important questions and listen actively. Make sure their agenda items are tackled and their needs are addressed.

Before departing, ask their permission to email some additional resources that might be helpful. Agree to follow up shortly.

After the meeting, plug in any new CRM data you might have collected during the conversation. Summarize the conversation in the Notes, create a future task to follow up.

Send prospect an appreciation email, attach any helpful resources, outline future expectations, ask for permission to follow up in a week.

If the prospect has already indicated they’d like to move forward, then schedule a Data Gathering session, update the CRM.

If they need more time to think things over, give them space and follow up in a week or so.