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Prep Step 1:
Chances are...you probably already have a nice restaurant in mind to host your events.
But, let us share some things we have learned over the years to be sure it will be a good spot that will have the greatest impact on your prospects.
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How do we know what works, you ask? Data from over 1 million campaigns. That's how.
Pick Your Dates and Location
& Get Your Market Insight Report
1) THINGS TO CONSIDER WHEN PICKING YOUR VENUE
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Proximity to Your Office
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Parking/Valet
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Traffic Patterns
2) GET YOUR MARKET INSIGHT REPORT
Several Pages of Valuable data, maps and information within a 15 to 20 mile radius of your office that will show you how many prospects meet your criteria with a detailed breakdown by age, income, investable assets in each of your zip codes. You will even get suggestions on proven venues in your back yard that are ideal to hold your events from past data gathered in your market
Prep Step 2:
Order Your Seminar or Webinar Invitations
We have pre-written and pre-design invitations ready to roll with relevant, thought-provoking bullet points and that are statistically proven to motivate your target audience to register.
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Just tell us the zip code in which your office is located and your events details, and we'll take care of the rest.
The People, Topics, and Opportunity
After hosting over 500 seminars, we have dialed-in the exact demographics and topics that motivate action and produce real results.
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Remember, this is not your typical seminar system. We aren't looking for plate-lickers that you will have to chase for an appointment, only to get a small annuity sale out of the deal. Our proven invitations, relevant topics, and process of execution weeds out the individuals that will waste your time and leaves you with qualified and motivated clients that will be fighting for a spot on your calendar.
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Who We Target
AGE: 40 - 60
Those approaching or are already in the first few years of their retirement are eager to learn about ways to protect and grow their savings. It is likely that much has changed since they set up their plan (kids, grandchildren, estate value, goals, etc.) and they want to be sure they're still on the right path to meet their goals.
Sure, most may already have a financial advisor, but the promise of a nice steak dinner at a classy restaurant entices most to at least listen to what another successful advisor has to say (that's you!).
ASSETS: $300,000 or More
Our program targets families and individuals that are established, but may need additional ideas and alternatives to implement in order to meet their goals. We mail to only those who have a record of having at least $500,000 in income producing assets.
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LOCATION: 20 Mile Radius from Your Office
No...not from the restaurant...your office. We have to be sure they live close enough that they will not mind coming to meet with you after the event.
Depending on how rural or populated the area is, this may change.
The Topics
01. PROTECTING AGAINST HIGHER TAXES
It can be assumed taxes will only rise in the future. It is important for your clients to take advantage of the strategies available to them today, for a more secure retirement tomorrow.
02. PLANNING FOR A LONGER LIFESPAN
The chance of living to 100 has increased 43% in the last 10 years, making it more important than ever to secure a sound long term care and distribution plan.
03. ALTERNATIVE RETIREMENT SAVINGS STRATEGIES
Although traditional plans can work for some, modernized plans can offer more benefits through higher income opportunities, more favorable tax calculations, and relaxed limitations.
04. MAXIMIZING CASH FLOW & NET-WORTH
The timing of when clients take distributions directly impacts the longevity of their retirement fund. Help maximize their cash flow by taking the distributions in a certain order with a cash flow analysis report.
05. GENERATING TAX-FREE INCOME
Life insurance used as an asset class to create tax-free income after contributions participate in the upside of market but not the downside
06. LIFE INSURANCE & TRUST REVIEW
You would be shocked to see how many prospects that come to these events have policies and trusts that are missing key elements. One of the greatest pull for a first appointment is a review and second opinion.
The Opportunity
APPOINTMENT RATE: 90%
This isn't an educated guess or calculated assumption...it's fact.
We've hosted over 500 of our own seminars and are so confident in the perfected details of the targeted audience, presentation, and techniques of getting everyone on your calendar that we have helped advisors across the nation, no matter the experience level, maximize their ROI without question.
AVERAGE INCOME PRODUCING ASSETS: $1.2 MILLION
Even though our mailing criteria is less than half of this number, we find that the true IPA's of the clients we meet with in fact have much more to work with.
AVERAGE NET WORTH: $3 MILLION
With such a large estate, it is imperative for these clients to take a second look at their estate and retirement plan to be sure their tax exposure is minimized so their wealth transfer is maximized.
We help to do this by first providing a complimentary Cash Flow Analysis. In this valuable report, we can show clients where they are now, what the longevity of their distributions looks like as it stands, and how they can maximize their income in retirement simply by optimizing the order in which the distributions are taken.
More on this later...but, basically, by adding 5-10 more years onto their retirement income plan...you're their new best friend.
Having a good and organized assistant is key to running successful seminars. Let's be honest...successful sale people aren't typically the most organized. So, be sure you have someone on your team that you trust to stay on top of things so you can focus on what you do best...closing deals.
Strategize with your Assistant
Prep Step 3:
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Responsibilities to pass on to your support staff:
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Securing the Venue
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Confirming Registrants
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Scheduling and Confirming Appointments
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Tracking Client Activity
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Your Automated Follow-Up Emails (Snappy Kraken)
Be Organized...It's IMPORTANT!
If you have a CRM you are used to, you are ahead of the game. If not, don't worry, you're not too far behind. Create a spreadsheet and save it in a safe place. Here you will store all of the information you gather from the responders and attendees (remember, you may have no-shows, but that doesn't mean you can't still market to them). Contact information, interests, financials, goals, and referrals are going to be handed to you and are crucial in making a creative and effective solution for your new clients.
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Set up your automated marketing portal. With a push of a button, you will be able to follow up with your prospects digitally with enticing pre-written emails and attractive social posts that are designed to nurture the new relationship and motivate the clients to take action. You will want to have this set up before your event so the transition is immediate and momentum is not lost after your event. This is a great task to pass along to your assistant or junior advisor.
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Don't have one?
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PRACTICE YOUR PRESENTATION.
You owe it to yourself to make the most out of your investment. With practice comes confidence and with confidence comes clients.
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GET EXCITED WHEN...
You get your first RSVP! You will get an email and will then have access to log into your portal. Feel free to google the names and addresses of attendees to see if you can gather any preliminary information to help you get to know your audience.
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BUT LOOK OUT FOR...
Repeat offenders. If they are a good prospect, you can allow them to attend twice. But, if you think they are taking advantage of your kind offer to buy them dinner, call and politely tell them the offer is for new guests only and let them know they are welcome to come in for a one on-one appointment instead.
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AND BE SURE TO...
Call the responders. You'll want to call them the day they register to confirm their spot and the day before the event to confirm their attendance. It is always best to suggest they get there early so you can be sure to start on time.