Put Yourself Out There
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Our team has been doing seminars and heavy, heavy networking over the
last year. I cannot believe the results. We are lucky…we
have 1 guy who’s sole responsibility is this marketing stuff. It
took about 6 months, but the seminars every 6 weeks, and the networking
at economic, rotary, business, charitable, and neighborhood
organizations is paing off in spades. Our seminars get between 12
and 60 people, and we always get btween 1 and 3 accounts. We have
been published, had press releases, and just plain gotten our names out
there. A focus on multiple prospecting lines has been key.
Our complex has also begun conducting monthly seminars. They are held every month at the same time, same place… Its good when calling on people to have a prestigous event to invite them to. Knock on wood, I hjave had great success in turing attendees into meetings, then clients… If there is a systematic streamlined approach to organizing seminars, it can be a very effective strategy…
here is south florida, you are issued a plate and silverware for attending seminars...
Would any of you mind sharing your methods for getting people to
seminars? Do you cold call? If so, what do you say and what lists do you
use?
Also, anything else you could share about your seminar program (or just
other methods you use to fill seats), would be appreciated.
Thanks.
mail the events. to many DNC down in So. Florida...
Always add the post script "Bring your doggy bags"
this will assure high attendance...
[quote=rightway]Our team has been doing seminars and heavy, heavy networking over the last year. I cannot believe the results. We are lucky...we have 1 guy who's sole responsibility is this marketing stuff. It took about 6 months, but the seminars every 6 weeks, and the networking at economic, rotary, business, charitable, and neighborhood organizations is paing off in spades. Our seminars get between 12 and 60 people, and we always get btween 1 and 3 accounts. We have been published, had press releases, and just plain gotten our names out there. A focus on multiple prospecting lines has been key. [/quote]
Wow! 1-3 accounts shared by how many? 5 brokers? Less that one per man? How nice for you...
I just had a client appreciation cookout and had over 100 in attendance. Also am in several civic/church groups and am chairing the local United Way fund drive this year. RW is right…the key is V-I-S-I-B-I-L-I-T-Y. You need to be everywhere…radio, newspaper, seminars, client events, civic/charitable positions, chamber of commerce. Be seen as a leader in your community…you never know from where the business will come from, and often, it takes a lot of patience. I met a guy through the United Way Board…known him for the past six years, and Monday of this week, I opened a million dollar plus account for him, and that’s the tip of the iceberg.
[quote=bankrep1]I sat at my desk in the bank and brought in 12 million last year [/quote]
Ah, the work ethic of a slacker. It's no wonder you had to go the bank channel route.
[quote=NASD Newbie]
[quote=bankrep1]I sat at my desk in the bank and brought in 12 million last year [/quote]
Ah, the work ethic of a slacker. It's no wonder you had to go the bank channel route.
[/quote]
Amen. Did he BRING the assets in or did he squeeze them out of other bank products?
brought in 10 mil last year, of that 300k came from deposits. Slacker? not sure, but I do know I hate it where I am.
[quote=badmove?]brought in 10 mil last year, of that 300k came from deposits. Slacker? not sure, but I do know I hate it where I am.[/quote]
Did YOU bring them in or did the clients wander in WITH the assets?
Why do you hate your current situation?
[quote=Indyone]I just had a client appreciation cookout and had over 100 in attendance. Also am in several civic/church groups and am chairing the local United Way fund drive this year. RW is right...the key is V-I-S-I-B-I-L-I-T-Y. You need to be everywhere...radio, newspaper, seminars, client events, civic/charitable positions, chamber of commerce. Be seen as a leader in your community...you never know from where the business will come from, and often, it takes a lot of patience. I met a guy through the United Way Board...known him for the past six years, and Monday of this week, I opened a million dollar plus account for him, and that's the tip of the iceberg.[/quote]
I agree, and if your community is anything like mine, congrats on the UW thing. Heading that up is no small feat.
[quote=badmove?]brought in 10 mil last year, of that 300k came from deposits. Slacker? not sure, but I do know I hate it where I am.[/quote]
I’m amazed at the number of unhappy, unappreciated bank-channel employees who work just as hard as wirehouse reps for a fraction of the income.
Why stay if you’re not happy?
I’m not saying that all bank reps are unhappy, or that all banks are bad. But I hear stories every day about top producers being treated like cost centers. What’s keeping you there other than inertia?
I try to market myself to a certain demographic(ie 50-65 yrs old), have them come in for a profile and gather the outside assets. Definitely selling upstream (bringing in alot of mid-size wirehouse accts, 300-500k) but for some reason the bank see’s me as a competitive threat to deposits. BTW, of that 10mil only 400k has gone to annuities so no sense bashing me there. And nothing is keeping me here, I’ll be leaving in the next month.