The review meeting is the one advisors tend to put off. Nothing gets sold, you just check in. Yet this is exactly where you most often learn that the client’s life has changed, and their needs with it. A well-run review meeting is the cheapest new deal there is.
Why hold review meetings
An existing client already trusts you. You don’t have to convince them who you are, you just need to find out what has changed. A new job, a baby, a renovation, an inheritance, a paid-off loan. Each of these changes means their current policies no longer fit.
Preparation: ten minutes is enough
- What happened last time. Which products the client has, what you recommended and what you promised.
- What’s still open. An offer they wanted to think over, a missing document.
- Upcoming dates. End of a fixed rate, policy anniversary, end of a savings plan.
What to ask
- What has changed for you since our last meeting, at work or at home?
- Has your income or spending changed?
- Are you planning anything bigger in the next few years, a home, a car, your kids’ education?
- If one of you fell ill long term, how would your household cope?
- Is there anything about your current policies that doesn’t work for you?
What to write down
A review meeting needs a record too: what changed, which policies stay as they are and why, what you’re adjusting and what the next steps are. If the client turns down a change, write that down as well. A year from now you’ll know exactly where to pick up.
How to do it without writing
In ZAPSIO, choose the meeting type Review meeting and the record focuses on exactly this: changes in the client’s life, which policies stay and which get adjusted, and new opportunities. Before the next meeting, the prep view shows you what happened last time and what’s still open, and it reminds you of dates like the policy anniversary on its own.
Your meeting record done in 2 minutes
ZAPSIO prepares the meeting record from your client meeting. Try it free for 5 days.
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