What type of access do you grant your clients? Salespeople allow total, unfettered access. Professionals, on the other hand, control access to themselves, their practice, and their team. They do so to be prepared, to convey that their time is valuable, and to maintain control of both their practice and their clientele.

For platinum clients, give a three day window to respond. For a gold or silver client, give a one week window to respond. Taking control of your calendar is one of the strongest messages you can send that you are running a professional practice – not a sales organization.

Please review the Compelling Conversations Guidebook, and explore the additional content and resources in this series.