Super Agent

Face-to-Face

With the rise of new communication technologies and the Internet, face-to-face interaction has been largely replaced by conference calls, emails, or text messages. But, although these modes of communication are necessary and important, don’t underestimate the value of engaging with someone in person.

In one of our first blog posts, we talked about an agent with a difficult issue who discussed the challenge with us and set a strategy for moving forward. Then, the agent asked: “Should I send my client an email detailing what we’ve discussed?”

In these types of situations, where important issues need to be resolved or discussed, an email doesn’t leverage the most powerful aspects of communication. In an article on Forbes, contributor Carol Goman wrote: “In face-to-face meetings, our brains process the continual cascade of nonverbal cues that we use as the basis for building trust and professional intimacy. Face-to-face interaction is information-rich. We interpret what people say to us only partially from the words they use. We get most of the message (and all of the emotional nuance behind the words) from vocal tone, pacing, facial expressions and body language.”

Investing your time and attention with your clients by having a conversation in person is the best way to resolve the tough issues. And, it’s also important to check in (in-person) periodically with your most important clients in order to sustain and grow the business relationship.

When was the last time you had a face-to-face meeting with a long-time client? Did you have an in-person meeting with a client the last time you were working to resolve a big issue?

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2 Responses

  1. tom bone says:

    What you have shared is most important. But, those of us to are in the growth mode of our practice, what are your thoughts about face to face engagements with prospects?

    By this I mean, drop ins or other exchangement opportunities where we can be eye ball to eye ball the “suspect” we think we want to do business.

    Who is going this type of engagements any more?

    It is sure easy to send an email to a prospect and say, oh that was a contact and I make a “connection” and be in the inbox of 50+ others.

    I would be interested in those who actually visit the prospect’s premises to meet the decision maker, and to determine it the “chemistry” is right for the advisor to peruse the prospect or not?

    • Thank you for the comment, Tom. Perhaps others will chime in, but we encourage “drop-bys” of carefully selected and targeted suspects as a component of your lead attraction and nurturing plan.

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