How was your holiday? We hope it was wonderful.
You are probably working to meet end-of-year deadlines this week or catching up during a quiet week. Whichever one describes you – and maybe your week includes both – we have a few tips for this in-between week:
Make time to write down five realistic goals for your practice in the coming year. Be specific. Exactly how many new clients would you like to have in 2016, compared to 2015? How many per year, per month, per week?
Do you know your numbers for 2015? Do you know how many prospects became clients, how they found you, and whether or not they were members of your target market, based on either the size of their estate or the complexity of their estate planning needs?
Did you sharpen your tools in 2015? Every gardener knows that before you put away your trusty shears, lawn mower and other gardening tools, they need to be clean and sharpened for the next growing season. January begins your growing season. Is your website mobile friendly? Is your firm brochure up-to-date? Are you using a document management system that integrates into your Client Relationship Management software?
Did you close all of the loops in 2015? Is there anyone who you meant to follow up with during the year and never did? The holiday season is a great time to wish them happy holidays, and tell them that you would like to connect with them in the first quarter of 2016. That might be a client who wasn’t quite ready to come into the office or a Center of Influence (COF). Pick up the phone, make a personal call to connect again.