Opinion is divided about whether or not to call the day of the meeting to confirm scheduled meetings. Those who are opposed argue that it's not a good idea to give people a chance to cancel at the last minute. Those in favor suggest that confirming scheduled meetings reduces the number of no-shows.

Confirmation Notes

Try this! A confirmation note, like the one shown here, has the advantage of confirming the time, date and reason for the scheduled meeting, while not making it easy to beg off at the last minute. A hand-written note is even more personal. You can also e-mail or fax it in.

Dear Mr. Samuels: Thank you for taking the time to speak with me today. To confirm our scheduled meeting, we will get together at your office, for no more than 20 minutes, on November 10th at 8:00 a.m., to discuss income protection and other financial security goals. I realize you're busy, but I think you'll find this time well spent. I enjoyed our conversation and look forward to meeting you. Cordially, Charlene E. Brock, CLU, ChFC

On the other hand, calling to confirm is one way to defuse a common problem in the family/personal market. That is, one spouse (your on-profile prospect) schedules the meeting; the other spouse doesn't want to keep it. By calling to confirm, however, you can often discover these situations and deal with them, on-the-spot, by selling the reluctant spouse on the reason for seeing you.

Whether you go with confirmation e-mails, notes, or phone calls, get complete directions to the prospect's home or place of business, or both — and find out where to park.