After each plan review, you should:
- Critique your performance by assessing how well you met your goals, and what you can do better next time.
- Record everything that was discussed in your client file, including non-business matters, and update the file with any changes in your client's personal, family, or business situation. Record matters you need to follow up on as a result of the review, and identify your client's next priority issues, and when they can be addressed.
- Enter the time, date, and place of the next plan review, or other meetings, in your client management system. This includes events or follow-up items to which you need to respond.
Three Types of Client Contacts
Advisers can take advantage of three types of client contacts:
- Event-driven communication can be activated by either a policy event or a client event. Examples of a policy event would be a policyholder exercising a purchase option, or reaching a term conversion date. A client event might involve a birthday, or an insurance age change.
- Scheduled communication would include an adviser's or client's decision to schedule a meeting to review the client's needs and wants or portfolio. A quarterly newsletter from you would be another example.
- Unexpected communication draws on the adviser's creativity and awareness. It might include sending an article of interest to your client, a note of congratulations, or anything else that makes your client feel remembered.
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