Seminar

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May 14, 2009 10:06 am

I am planning my first seminar and would love to hear what has worked and what has failed from some vets.  

May 15, 2009 9:29 pm

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May 15, 2009 10:35 pm

Maybe you can have wind book JIM CRAMER and NSYNC for you


I would like to hear opinions on Q&A type seminars vs. vendor etc. speech type.
 

sorry to jump your post volt


 
 
 
May 16, 2009 12:48 am

volt - I'll talk about what failed.

 
1.  Letting the wholesaler "do the work" by giving the bulk of the time to them.  Tell them up front that you'll be speaking most of the time.  That person is to offer a small perspective.
 
2.  Spending too much of your own money on seminars.  Figure out how you can get the most back from Jones (I think you are with Jones - if not, my apologies) and only invite that many people.  Often you can MAKE money on seminars if you do it right.  I usually made about $10-$15 a seminar.
 
3.  Don't not practice your seminar
 
4.  Don't ignore the bad news and say, "Things will come back, they always have".  People don't want to hear that.  They want you to empathize.
 
5.  Nothing from Skrainka works. 
 
6.  Don't use Jones seminar ideas - they suck. 
 
7.  Like Wind said, have someone from DOJ come out and talk about identity theft for seniors.  You want to add value.  You cannot add value with most of the product salesmen who "pay for the meal".  Add value in areas that you cannot contribute.  Have an attorney speak about wills and pay for his/her lunch.  Have a CPA come in and talk to your business owners about revenue forecasting, determining profitable lines of business and axing the ones that aren't.  These things will make it look like you care about them and don't just want the commission dollars
 
Anybody who ever had a wholesaler come knows this line, "John will help you determine if American Funds are right for you."  And at regional meetings, "We ask that you at least look at American Funds for your clients".
May 16, 2009 10:08 am

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May 16, 2009 11:23 am
wind3574:

I will give a few wholesalers the benefit of the doubt. There are a few, who will do more of a round table Q & A and not even mention their funds and will make it more about what the prospects/clients want to talk about, plus you get the dinner paid. Not all, but there are some. You just have to know your wholesalers.

Most of the American funds wholesalers want like 70% American Funds owners already and thats a bit retarded if your trying to get new business....


How many American Funds wholesalers constitutes "most"?  You sound "retarded" when you make generalizations such as this.  In four months of production, you haven't had time to meet more than a "few wholesalers" to give the benefit of the doubt. 
May 16, 2009 11:49 am

I used seminars almost exclusively for initial business building, and still do at least 1-2 per quarter. The key to converting seminar attendance to meaningful pixels when you click on your run is to have some specific, actionable need for which you are providing a unique, understandable solution or attractive alternative.



There are some really slick seminars already in the can from JNL, Hartford, American, etc., and your own homepage probably has a link to some generic, preapproved Powerpoint stuff you can use, but I have found through much experimentation that the ones which are "Where Do We Go From Here?" types of seminars don't generate a fraction of the business that an "Investing for Income in a Low Interest Rate Environment" or "Managing Your Retirement Plan Rollover" will do. The generic ones attract plate-lickers, while you've already pretty much pre-qualified each person who walks through the door to come to a meeting with a specific, focused topic.



There is value in the shareholder meetings, and I have, and will continue, to utilize the assets available to me through my Pioneer, American, Federated, Jackson, Alliance Bern., etc. wholesalers. However, for new business development, you've got to pick a topic and become That Guy about it, and get a roomful of baby duck prospects to imprint upon you as the Poppa or Momma Duck, not the wholesaler.

May 16, 2009 1:34 pm

Good stuff all, thanks!

May 16, 2009 5:13 pm

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May 16, 2009 5:37 pm

Wind, if you don't want it to be all about you like you just posted in another thread, why are you posting, "I'm referring to" , "I do business with", "i've dealth with alot",  "know more than me", and "I don't give a"?

 
Take some time.  Read your posts.  Most of them are screaming, "Look at me!"
 
If that's what you want, you are succeeding.  If you are not trying to make it about you, you are failing miserably and need to make changes. 
May 16, 2009 5:39 pm

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May 16, 2009 6:23 pm
wind3574:

I'm referring to the ones I do business with and i've dealt with alot of em believe it or not....


What color is the sky your world, wind?



Since you've been in the business 4 months, it's just ridiculous to claim you have "dealt with a lot of em," except in your own imagination. But no doubt you're a legend in your own mind.



wind3574:

..........I don't give a sh*t......Oh....and shut the f*** up...



Smart tactic. When you don't know squat what else can you do but resort to such clever retorts as swearing and blustering.



You're nothing but a silly little boy who likes to dress up and pretend to be a FA. That may work with those who don't know better, but here it's just laughable.



May 16, 2009 7:57 pm

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May 16, 2009 8:21 pm

What is really unbelievable is people are trusting this stroke with their hard earned money.

May 16, 2009 8:26 pm
Ron 14:

What is really unbelievable is people are trusting this stroke with their hard earned money.



Relatives aren't very discerning with their money sometimes.   

May 16, 2009 8:30 pm


Wind, when someone tells me that they don't care what someone else thinks or says about them, I believe them.  When this same person says it twice, the doubt starts.    When this same person feels compelled to defend themselves against every criticism while constantly saying that the criticism doesn't bother them, the truth becomes known to all.


May 16, 2009 8:31 pm

He knows a lot about mutual funds because he talked to wholesalers.  He also proved his performance to another member of this forum.  Cut the guy some slack.

May 16, 2009 8:40 pm

So anyway ..  before the Windy pile on any other suggestions?

BTW: This is a rookie forum, windy is a bit pompous for my taste but his opinion as a rookie exceeding goals I think is very relevant.

May 16, 2009 8:41 pm

Yeah, he carries around an ICA mountain chart like every other Jones trainee (me included when I was there), BFD !

May 16, 2009 9:47 pm

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