This challenge is more common than you might think. Using Know Your Numbers™️ Platform, we analyzed 10 unique companies across 10 different states and discovered some surprising trends:
- Advisors’ show rates ranged from 59% to 97%.
- For advisors managing more than 300 new appointments annually, show rates ranged from 66% to 82%.
The big question: How can you increase the chances that prospects actually show up for their appointment?
While there’s no one-size-fits-all answer, here’s what we’ve learned:
1. Keep Your Calendar Consistent and Open
Ensure that your calendar has enough availability for first appointments, especially if you’re running multiple marketing campaigns or events. If your firm has large live events with hundreds of attendees, you may need to adjust your calendar. We’ve seen firms so busy that prospects had to wait 6 to 8 weeks for an appointment, which can significantly impact your show rate. That’s why we work with our clients to create data-driven projections based on their marketing efforts to ensure their calendars are aligned and optimized.
2. Use Marketing Automation to Confirm Appointments
Automated systems can help you stay on top of your leads by sending personalized reminders via email and text before appointments. This not only reminds prospects of their meeting but can also provide an opportunity to gather additional information (like what documents to bring).
3. Make Personal Confirmation Calls
While automation is great for reminders, nothing beats the personal touch. Calling prospects the day before or the morning of their appointment can dramatically reduce no-shows. Using marketing systems, you can automate tasks for your team to ensure these calls are made at the right time, ensuring a personal connection with each prospect.
Want help creating a data-driven marketing plan? Click here to use our Advisor Guide Marketing Calculator to project your marketing results and optimize your appointment scheduling.
