For financial advisors, seminars are a frequent and common way to prospect for new clients. But, with sometimes only minutes to both educate, and connect; many advisors will often fail to connect with everyone. These 3 simple tips can help you increase those chances and enable you to build more business out of your seminars.
Tip 1: Get Your Audience More Engaged
The more you can engage your audience, the better your chances are to connect with them. The minute you lose someone’s attention, you’ve also started losing their interest. Even if the information you have is compelling and relevant, you need to communicate in a way that is also compelling and relevant! With that being said, do not underestimate the power of body language, vocals, and pauses during your presentation.
Quick Tips on Presenting In a More Compelling and Engaging Way:
- Make Eye Contact
- Keep Your Hand’s Out of Your Pockets
- Walk Around A Little Bit To Stimulate Awareness
- Use Your Hands To Gesture And Aid In Your Delivery
- After Communicating An Important Point, Take a Quick Pause
- Don’t Stay Monotone With Your Voice, Use Different Pitches To Emphasis Different Points
- Try Communicating With Your Palms Up And Out, This Projects Trust And Sincerity With Your Audience
Tip 2: Be Relatable to Your Audience
A lot of advisors overlook the importance of being relatable in their seminars. Each audience is different and may consist of a slightly older or younger demographic. Understanding the differences between your audience’s demographics and telling a relevant story for them can go a long way in closing new business. Try to slightly alter your presentation and delivery to cater to that specific audience. If it’s an older crowd, give examples that would pertain to their generation and viewpoints. The more your audience can relate, the more likely they are to feel relevant in your story and presentation.
Tip 3: Use Handouts to Lock In Follow Up Appointments
One of the most effective ways to close more business at seminars is to provide some form of handout to your audience. This will allow your attendees to actively engage and provide relevant information along with submitting this information to you as the conclusion of seminar arrives. Not only will this keep your audience members more engaged in your presentation (by allowing them to take notes and fill out questions they may have throughout), but this will also enable you to identify specific needs and concerns with each prospect and provide a relevant follow up.
If you’re a financial advisor currently doing seminars, you might be interested in hearing about how our targeted, custom, and proven direct mail pieces can benefit your attendance rates. You may also be interested in hearing about some of our completely turn-key marketing programs on Social Security, IUL, and One-on-One appointment setters. All of our marketing programs come standard with Presentations, Mailers, Scripts, Handouts, Training and more! Feel free to call us at 1(866) 855-3710 or submit your information here for one of our qualified marketing representatives to reach out to you today!