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Do not allow the client to tighten a meeting for uncertain time, it is as though good you got on with each other. If the meeting has begun at 11 o'clock and the candidate is inclined to prolong it after 13, grasping your lunch break, it is necessary to refuse, having told that you with pleasure would remain, however the meeting with one of constant clients is already appointed to lunch time at you. Make one more free an appointment to continue conversation if there is a necessity. It is not so convenient, and, probably, at you is not appointed absolutely not during the lunchtime any meetings, however nevertheless it is necessary to leave, having left impression, as if at you a busy schedule of the succeeding adviser with to the full filled working calendar.CASE FROM PRACTICE
?.?., the beginning and not skilled adviser for insurance, held a fact-finding meeting with the candidate. The Vice-president hospitably has met him and has presented to three young subordinates. After an exchange of secular courtesies the client has informed the adviser that their organisation was incorrectly insured from a case connected with responsibility for products. It has taken an interest, what should be the normal insurance for the similar company and has frankly told about the annual sales volume and possible risk factors. ?.?. The rectilinear manner of the candidate has amazed, and it has given at once a full report about all kinds and the sum of insurance policies which would be required for clearing of the client of risk. He also has told, what companies have written about the best this sort of policies.
Having finished the expert treatment, he has looked on three servants sitting on one party, and has noticed, how they in detail write down all. The head has turned to these people and has told: «Now you have learnt all from the clever professional-adviser. What now will prevent you to make all in accuracy how he spoke?» (A question in which the answer, if it in general a question already contains.) these three have nodded heads and left a room. "Client" was scattered in praises before ?.?., having thanked him and having promised with it to communicate, if its services again are necessary for it, and then has shown the door for a door.
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