Seminar Success/What day?time?
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I’m looking for help. You and Iron horse seem like you have some experience I can benefit from. Where do you get your leads and what is your cost. Copyrighters will probably not happen since I am with a wirehouse.
Thansi bet the 81 cents is for color and/or envelope style invite. i used black/white postcard and it worked fine. the invite was nothing too fancy at all. i firmly believe the main draw was the restaurant. do not skimp there at all. i could be wrong but believe people viewed us as more "professional," right or wrong by what venue we chose.
feel free to PM me if you want more info.i simply bought the lists from whoever rme used. gave them my parameters and went from there. it is simply a numbers game, there is no magic bullet.
The Iron Horse,
Thank you for sharing your seminar experience with the forum. How did the seminars turn out? How many client did you gain (close on) and how much did you add to your book (if you don't mind sharing)?Look, I just wanted to throw my 2 pennies here.
Asking someone for a universal answer to what their seminar tactics is kinda pointless. The reality is different tactics will work for different markets. Simple. I followed a very successful broker's method for conducting seminars to a T and it blew up in my face 4 times. It wasn't until I learned to make it work for me, to make it unique based on my personality that I would finally have my first successful seminar. You have to know the market, know the competition (face it, your competition is doing the same thing), and know YOU to make seminars work. It is not easy at all and you may end up finding out that there is another prospecting method that works better for you. Best of luck to all.I don't think where you get the leads is important. D&B is what most folks here use, but I am told by another vendor that they sell to D&b. Just do it.
I am thinking about doing seminars and the more I think about it I am kicking myself for not having done them yet. It hit me while reading, " The Emotional Dynamic" by Frank Maselli.
Talk to 25 people daily / 2 min each/ 20 days a month = 1000 contact minutes or.... Host 1 seminar a month, 20 attend for 60 minutes = 1200 contact minutes Is this a no brainer ???????[quote=Joe2121]I am thinking about doing seminars and the more I think about it I am kicking myself for not having done them yet. It hit me while reading, " The Emotional Dynamic" by Frank Maselli.
Talk to 25 people daily / 2 min each/ 20 days a month = 1000 contact minutes or.... Host 1 seminar a month, 20 attend for 60 minutes = 1200 contact minutes Is this a no brainer ???????[/quote] It depends. Talked to one guy once on an initial call that lasted about an hour or so. He went into his family's personal history, the bible, the easement he needs on his property and yada yada yada. I thought it was going somewhere. Eventually we met, nothing materialized. Talked to another guy for about 3 minutes and he came into the office for a meeting. Don't forget about the quality of the contacts. I'm not saying don't do seminars, but why not add it to your overall marketing plan? Maybe call for 19 days and do a seminar on the 20th.You are absolutely right. I figure if I can add seminars it will most effectively increase my quality and quantity of contacts.
[quote=Joe2121]I am thinking about doing seminars and the more I think about it I am kicking myself for not having done them yet. It hit me while reading, " The Emotional Dynamic" by Frank Maselli.
Talk to 25 people daily / 2 min each/ 20 days a month = 1000 contact minutes or.... Host 1 seminar a month, 20 attend for 60 minutes = 1200 contact minutes Is this a no brainer ???????[/quote] You are missing all the time it takes to prepare for a seminar.I don’t think he is. Preparing a seminar is time consuming, but he isnt counting all of the time spent on the phone trying to reach people who you never talk to.
So the prep time for the seminar matches up with the phone time used trying to reach people to speak with.
What prep time? Tell your assistant that you want to do a seminar. She says when. You tell her. She says where. You tell her to figure that out. She says what topic. You tell her the topic and the kind of people you want there. She preps invitations, makes the invitation calls (if that’s the way you roll), gets compliance approval, books the wholesaler (who pays for the majority of it), gets materials together, books the meeting place, and answers the phone to take reservations and/or answer questions. You show up, speak, set appointments, answer questions, shake some hands, and go home.
During your normal phone calls you mention to everyone you talk to that you are hosting this evening (don't call it a seminar) and you'd love for them to attend and to bring a friend for company (in case it's really boring and you want to heckle the speaker.) Your assistant does all the grunt work, you do the PR work and get the glory. Not to mention you don't waste the time of doing all the prep work yourself so that you can spend it making all those calls.If you host a seminar in which the FA is speaking for 30-40 minutes and a wholesaler is giving a 10-15 minute market update and dinner is also served, in what order should everything occur ?