by Certified Coach Alissa Gauger, MBA
“You’ve got mail!!!!” is the iconic AOL message that, back when email was a novelty, was exciting news. Think about how you feel now when you see your full email box or several voicemails wanting your attention. Not quite as exciting, huh? Now, think about the last time you received a handwritten note in the mail. Maybe it was for your birthday or a thank you note. Maybe it was someone just thinking of you. How did it make you feel?
This past summer I purchased a pair of athletic shoes from a specialty store. A few days later I received a handwritten thank you note from the saleswoman. It’s October and I still remember that piece of mail because it was unusual and caught my attention. How can you use this concept in your financial practice instead of sending yet more email and voicemails into a world already flooded with them?
How about an old school handwritten note? (Granum addresses this concept in the Pre-Approach Letter) Think of this as a way for you to warm up QSs yourself. You can use it for a Center of Influence approach or to secure a prospecting meeting or even to let them know you will be reaching out. Warm up your prospect even more after the Fact Finder by reminding them of the benefit of the Close.
Here is some sample language to get you started. Make it your own! It needs to sound like you and be written by you (or someone with similar handwriting to you). You can use Northwestern Mutual notecards.
Sample COI note:
Hope this finds you well. I wanted to reach out because I am expanding my financial practice. Can I ask for your help? I admire the success you’ve had. Would you be willing to spend a little time with me to brainstorm people who have strong community connections, are successful themselves and might be open to meeting with me?
I will give you a call the week of [_________] to schedule. Would you like to have lunch? Hope to see you soon.
Sample note to warm up QS:
Greetings! I had the good fortune to meet with your friend and colleague [Name] this week to do some financial planning. Your name came up as someone [Name] thought it would be good to connect with for networking purposes or to see if I might be a resource to you.
I will give you a call the week of [_________] to see if you’d like to schedule a time to talk.
Thanks, in advance, for taking my call.
Sample thank you note to prospective client after Fact Finder meeting:
Thank you for your time today. I enjoyed meeting with you to learn more about you and your family.
I hope to serve as a resource to you so that your dream of [_________] can become a reality—along with a secure retirement.
I look forward to our next meeting on [Date and time]. At that time I will be presenting you with a plan that addresses all of the hopes, concerns and dreams that you have shared with me.
See you soon!
The possibilities for adding a personal, customized touch to your client experience are endless. Hopefully this handwritten approach will turn a trip to the mailbox for your client to a happy "I’ve got MAIL!!!” and a stronger relationship for you both.