As most successful financial professionals know, a well-executed seminar is still one of the strongest ways to build their businesses by gaining new clients. A crucial key in achieving great results in your seminar efforts starts with an effective seminar.
The following are three critical phases essential in putting on the perfect seminar.
Phase #1 – Attract
Make sure prospects open your seminar invitation. Research shows high-quality, wedding-style invitations are the most likely type of mailer to be opened by more affluent prospects. But another very important factor is to make sure that once they open it, the topic won’t be viewed as plain and stale. Instead of using an ordinary topic, such as “Effective Financial Planning,” which would probably be viewed as flat and boring, consider something like, “The Secrets of Wealth Creation.” Much more provocative, you will stand a better chance of grabbing their attention and ultimately registering to attend your seminar event.
Phase #2 – Captivate
Your spoken message will need to be interesting, relevant, thought provoking and direct. This is your first opportunity to demonstrate your knowledge and expertise, positioning yourself as the “go-to” financial professional. Presenting valuable information regarding some of the biggest challenges and fears they face as they plan for retirement, this is your chance to uncover questions and concerns they may have you can help them with.
Phase #3 – Motivate
As you present your seminar, framing your firm’s comprehensive planning process as the missing piece in their financial plans can be crucial. Another very important thing to remember is at the end of your presentation, be sure each prospect knows you will be contacting him or her during the next day or two to answer questions and discuss challenges.