I’ve been in the industry for roughly three years and mainly focus on life insurance and investments within my company.

My daily goal is to average four to five scheduled appointments with clients per day. Thanks to a wonderful team, securing these appointments has been going relatively well.

My challenge at times has been getting my appointments to not reschedule, cancel, or sometimes ‘no show.’

What strategies have you used with your calendar management to improve the show ratio and stress the importance of life, other protection vehicles (such as long-term care insurance (LTCI) and disability insurance) and investments to clients?

And, when preparing for these appointments, what three or four activities do you do to prepare for the protection or financial appointment?