Financial Seminar

Financial Seminar Marketing

No matter what type of financial seminar, you can earn a small fortune

Whether you are an accountant, attorney, financial advisor, insurance agent, real estate agent, mortgage broker, reverse mortgage specialist or banker--financial seminars are the fastest way to build business and gain clients. Look at the way you do it now--you prospect one person at a time. That's way to slow. With financial seminars, you can address, 30, 50 or even 100 people at a time.

The sales process has 4 steps--attention, interest, desire and action. With your financial seminar, you can take dozens of people through the first three steps. Then, you simply meet with the interested and motivated people to take them through step 4--the action. In the same time that your competition makes one sale, you make 5.

This author earned 5 times as much as the average stockbroker. While they cold called or talked to people one at a time, I talked to 50 people at a time using my financial seminar and earned so much more. All they did was stare in amazement. Did they also do financial seminars? NO--they just stared like deer in the headlights and foolishly asked, "how do you do so much business?" Duh!!!!

The topics you want to speak about at your financial seminar are those issues where the facts are either little known or aspects of finances or financial planning that few other advisors talk about. For example, most people with any degree of financial resources have a living trust. Do they know how it works? NO! So show them how the trust serves to split the assets of a couple into two parts and how they get the estate exemption for each spouse. As basic as this is, it's all you need to do at a financial seminar. Just show them what no one else has explained and they think you are a genius (which you are for explaining what no one else has) and they perceive you as their advocate.

The point is, in your financial seminar don't talk about the same basic trivialities that experienced people already understand. Use your financial seminar to show them something new or an old concept in a new way. Your goal is to have every attendee at least once during your financial seminar presentation say, "I've never thought about that before" or "I've never seen it explained that way" or "I didn't know that."

Use your financial seminar to discredit your competition

Even if you show people the greatest ideas in the world at your financial seminar, they will take your ideas back to their current advisor. So in the nicest way, you must use your financial seminar to discredit their current advisor and show why you are better. Here's how you do it—several times during your financial seminar, you make a comment as follows: "so if anyone in the room has been sold bond funds—it's no wonder. Your broker makes 4 or 5% commission and probably only 1% or 2% on an individual bond. So on behalf of Wall Street, I apologize that you don't always get the best advice. Let's move on..." In just 20 seconds, I have shown why their current advisor is part of the "club" of people who don't have their interests at heart and I do. At your financial seminar, you can do the same with virtually any topic because people get bad advice every day. Just show them what the other advisors are doing and the way you do it that's better. They will never want to go back to their current advisor when you do this a handful of times during your financial seminar.

Entertain at your financial seminar —Get People to Like You

If you have a PhD in finance, that's great. But it won't get people to meet with you. During the financial planning seminar, people decide if they like you. The more people like you, the more appointments you have.

In our culture, the easiest way to get people to like you is to entertain them at your financial seminar. There are many ways to do this:

• Tell jokes appropriate to your topic
• Visit the local magic store and buy some tricks you can build into your presentation
• Turn your financial seminar into a game show and hand out $5 each time a member of the audience answers your question correctly
• Compose poems, memorize and recite about financial issues. Haikus and clever rhyming poems are especially effective
• If you play an instrument, compose some funny songs and play your guitar and sing them during your seminar

It does not matter what you do, but do anything that's comfortable that will entertain people.

Be the Advocate at your financial seminar

Most advisors at a financial seminar turn it into a sales pitch by strongly advocating some investment or service. Don't do that. Be the attendee's advocate. When you present an idea, show your audience who should consider it and who should not. In other words, show them you an an impartial advisor and want them to do the best thing for their situation. Use phrases at your financial seminar like "this is not for everybody but it's extremely lucrative for people in this situation..." Most people in our industry say "this is great—everybody should do it" and they lose credibility, they come off like a huckster and get few appointments.

All of these techniques are built into the scripts, slides and videos in our turnkey seminar systems.