Step 1 – The Call Rotation Make a list of your top 50 to 100 clients and put them into a 90-day call rotation. You aren’t trying to be the bearer of any profound news, you are just touching base to check in with them after the summer/holidays/etc. to see how they are doing. Use F.O.R.M. as your guide when you ask questions about their family, occupation and recreational interests. Make relevant and timely comments about money and markets. F.O.R.M. helps you Listen to Learn instead of Listen to Respond. Salespeople tend to process a response as they are listening to someone in order to shape
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