When it comes to workshops and seminars, everything matters. And I do mean everything. Too many times financial advisors think that if they just show up and dazzle people with their intelligence, then those in attendance will want to meet with them. Unfortunately, that could not be further from the truth...
When you say, ‘I sell annuities’ or ‘I sell life insurance’, your prospects might say, ‘So what?’ Why? Because you haven’t positioned it in a way that matters to them.
If your overall sales or your seminar attendance, for example, has been lackluster — it could be because you’ve forgotten to include an important component in your sales message — your prospect's problem.
There is a subtle, but powerful shift happening in marketing and it could affect the way you prospect for clients.
The traditional way of marketing was a “push” method where you pushed your product, your service, your offer to the client by way of an ad in a trade publication, cold-calling, or in-person sales pitches. And there are times this still works, but there's a new marketing method in town and it can attract more clients and build stronger, longer-lasting relationships.
There are several ways financial professionals can lift their workshop attendance whether prospects register through traditional direct mailing methods or digital marketing strategies. The same processes can help increase attendance for both prospecting tactics. Financial professionals should be confident enough with their processes to potentially spend a significant amount of time and money on finding and converting prospects into clients.
When my firm first started hosting workshops, our attendance was average, and the amount of attendees scheduling visits with us was about 40 to 50 percent. Learning five important lessons from workshop prospects increased the number of attendees meeting with us to nearly 80 percent.
I don’t think there’s a workshop PowerPoint on the planet that directly results in sales of financial products. So far, I’ve never seen a financial presentation end with the presenter passing out applications for financial products and attendees getting out their checkbooks to buy. Solid workshop and seminar presentations can result in the right fit prospects raising their hands to meet with you.
We've all sat through presentations that almost put us to sleep. A good speaker who understands the elements of powerful prospecting presentations can make any information engaging to the audience. Here are a few tips to dramatically improve the professionalism and effectiveness of your prospecting presentations.
Are your presentations failing to generate appointments? It may not be the information you're providing, but how it's presented. Here are the top reasons why a professional speaker will improve the quality and results of your prospecting workshops and seminars.
We continuously strive to help agents grow their practice through proven prospecting and business management programs. During our initial meetings with agents from all across the country, one of the main questions we ask is, "What's your annual marketing budget?" This is a pivotal question and the answer we hear is telling.
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This content is for informational and educational purposes only and is not designed, or intended, to be applicable to any person's individual circumstances. It should not be considered as investment advice, nor does it constitute a recommendation that anyone engage in (or refrain from) a particular course of action.