Eric Blofsky is a co-founder of (k)ornerstone 401(k) Services in Chico, Calif.
Each day before I get out of bed I go through my emails to see if anything is pressing. I join my wife and dog for their usual run through the park, trying to keep up with them both.
I grab a cup of coffee and a yogurt parfait on the way to the office. Being in a small town, its likely Ill see a client or a prospect at the coffee shop which is a great excuse for a conversation.
I grab the bound packets that the team has assembled for my 10:00 A.M. prospect meeting. Having systems in place allows my team to know when I have a prospect meeting and what materials I will need. They take care of the rest.
Luckily the prospect is a local one that we have been courting for some time now. I go through our value proposition and our overview of services tailored specifically for them. The meeting goes well and we have a verbal agreement from one of the partners they will be going with our firm.
This is the most important hour of my day. Usually around 10:45 or 11:00, the text messages or group emails will come in about who wants to go to lunch and where. I am lucky enough to have a group of friends that work for a very successful insurance brokerage firm and they each have good size books of business. Because their firm does not handle retirement plans, we cross refer a lot. Two or three times a week I eat lunch with someone from that group. This is a great time to talk about prospects we are working on or clients one of us might have that the other wants to work with. It is also a good time to talk about the weekend golf game!
The afternoon is my time for follow up calls and emails. I also make sure to update our customer relationship management system to reflect any correspondence with clients and emails over the course of the day.
Today I have a group education meeting for a local client. I give a 15-20 minute presentation on the stock market as well as the importance of saving in your 401k plan. After the group meeting I meet with individuals for another hour.
I send an email to a prospect asking if he would like to join me for a drink. He is available and we agree on 4:30. Even if a prospect isnt available that afternoon, it is a very easy and non-direct way to make sure I stay on their radar.
After meeting with the prospect, I stop by the office on my way home to button everything up for the day. I respond to any emails or voicemails and check my schedule for tomorrow.
Enjoy dinner with my wife at home and periodically check my phone for any emails that might have come in after hours. I often have new thoughts and ideas for our firm that I try to write down and look at again in the morning when I get to the office. Ive found that writing things down allows me to get my thoughts and ideas out of my head and stop worrying about them.
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