For many Americans, the question isn’t where to invest. It’s how.
Prospects aren’t looking for stock tips or market outlooks as
much as knowledge — informed guidance about the big issues facing them and their money as they move through life.
Holding a seminar about those issues — like retirement,
Medicare, Social Security, investment diversification —
positions you as a thought leader, a trusted source not
merely of investment products but of wise financial counsel.
Whether you are interested in hosting an in-person or
virtual event, Show & Sell makes it easy to plan, schedule
and stage successful seminars that attract prospects and
build your business.
Tackle the topics prospects take interest in
Next: Program overview
Program overview
Planning guide
Checklist and timeline
Review and follow-up
Next steps
Your wholesaler is experienced at seminar program development and can assist you with each of these steps.
Set your seminar success strategy.
Planning guide
Set your objective
Identify your audience
Select a topic
Decide your format
Schedule your seminar
Promote your seminar
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Promote your seminar
Choose a date, time and, if the event is in-person, a location that will maximize your attendance.
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Schedule your seminar
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Decide your format
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Select a topic
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Identify your audience
What are your primary and secondary goals for conducting this seminar?
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Set your objective
Summarize your seminar costs
Register and track
Next: Checklist and timeline
Here’s everything you need to do in the two months leading up to your seminar.
Stay on track from planning to presentation.
Checklist & timeline
Week 1
Week 2
Week 4
Week 5
Week 6
Week 7
Week 8
Conduct follow-up confirmations with each attendee by phone
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Create name tags for confirmed attendees of an in-person event
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Rehearse the presentation
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Review and complete your Planning Guide
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Select seminar topic
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If in-person, select and reserve seminar venue
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Identify seminar goal
Select seminar date
Identify target audience
Decide if event is virtual or in-person
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For an in-person event: Review and confirm venue details such as building access, parking, menu selections, seating and presentation equipment
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For a virtual event: Test software platform and ensure there are no technology issues
Review RSVPs and attendance
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Review the seminar content and presentation
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Inform your internal staff partners and referral sources of the event
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Put together guest list and send invitations
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Put together guest list and send invitations
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During the presentation
Use a powerful opening — grab the audience’s attention
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Present the content using good body language and public speaking skills
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Keep the audience engaged through questions and stories
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Use visual aids and props
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Introduce yourself and build a strong first impression of your credibility.
Focus on what’s in it for the participants
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Be different and memorable
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Use good eye contact, but don’t stare
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Be mindful of your facial expressions
Remember to:
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Don’t speak too fast
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End with a call to action and encourage attendees to book an appointment
Have attendees complete the seminar evaluation form
Click on timeline to see details
For an in-person event
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Customer situations
Every step of the way, count on your wholesaler for experienced guidance that will help you stay on schedule and check items off your to-do list faster.
On the day of the event, dress professionally and have your appointment book handy.
Arrive 1 to 2 hours early
Set up the room and test presentation technology
(laptop, projector, screen)
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Ensure food or snacks are ready
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Have workbooks, pens and evaluation forms ready for distribution
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Prepare sign-in sheet and lay out name tags
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Greet your guests
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Log in to the webinar platform in plenty of time to test technology connections and audio
Greet your guests as they log in to the call
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Verify they can see and hear you clearly before starting
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Go over the agenda for the call and how and when they can ask questions Introduce guest speakers
Next: Tools & templates
We offer a variety of customizable marketing materials, available in both hard copy and digital, and designed to help you successfully promote and put on your event.
Ways to get the word out.
Tools & templates
Next: Review & Follow-Up
Unless otherwise noted, these compliance-approved marketing materials are provided in Word format for you to customize and print locally.
Seminar
Workbook
Flyer or poster
Postcard invite
Rep email
Web banners
Evaluation form
Registration confirmation email
Thank you for attending email
Educational tools that help build your business.
Seminars can be an effective way to reach clients and prospects, introducing them to your services and generating qualified appointments. We can help you plan, organize and deliver your next seminar.
Seminars can be an effective way to reach clients and prospects, introducing them to your servicesand generating qualified appointments. We can help you plan, organize and deliver your next seminar.
Retirement
Take the mystery out of investing. These seminars present you as the expert you are, offering easy-to-understand information and advice on helping clients make the most of their money.
The day after your seminar
Review & follow-up
Have any questions?
Next steps
Contact your wholesaler
TruStage™ Annuities are issued by CMFG Life Insurance Company (CMFG Life) and MEMBERS Life Insurance Company (MEMBERS Life) and distributed by their affiliate, CUNA Brokerage Services, Inc., member FINRA/SIPC, a registered broker/dealer, 2000 Heritage Way, Waverly, IA, 50677. Investment and insurance products are not federally insured, may involve investment risk, may lose value and are not obligations of or guaranteed by any depository or lending institution. All contracts and forms may vary by state and may not be available in all states or through all broker/dealers.
FOR REGISTERED REPRESENTATIVE USE ONLY. NOT FOR USE WITH THE GENERAL PUBLIC.
CMGA-5981117.1-0923-1025 © TruStage
Back to top
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Register and track
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Summarize your seminar costs
Determine whether this seminar will be a live face-to-face experience or delivered virtually through a webinar
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After hours or evenings should include meal considerations.
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Restaurant, on-site meeting room or other meeting location.
Check calendars to ensure there are no potential conflicts with major community or company events.
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For a virtual seminar, what delivery platforms are available to you?
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Virtual seminars allow for a greater number of attendees and often less cost to support.
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Refer to our Show and Sell seminar library for a wide selection of topics.
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Base the topic selection on the audience you seek to engage.
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Your wholesaler can provide background on each and help you with the selection.
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Will you be inviting prospects, clients or a mix of both?
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Do you have access to prospect lists within your organization?
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Will you segment them by age, demographic or presumed investable assets?
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Determine if direct mail invitations, phone calls or email invitations are most appropriate.
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Let your internal audience know. Inform your co-workers and referral sources.
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Itemize the full cost of associated expenses — planning, promoting and presenting the event.
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Have a budget in mind and stick to it.
Identify a procedure to handle RSVPs and how you will track attendees for follow-up communication and appointments. How will you measure success?
Program overview
Planning guide
Checklist & timeline
Tools & templates
Review & follow-up
Next steps
Annuities
Insurance | Investments | Technology
Acceleration® Show and Sell
Planning and presenting successful seminars
Let’s get started
Introduction
Program overview
Planning guide
Checklist & timeline
Tools & templates
Review and follow-up
Program overview
Planning guide
Checklist and timeline
Tools and templates
Review and follow-up
This simple kit includes:
If you have any questions, your wholesaler is there to guide you every step of the way.
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Expanding the invitees to include centers of influence and other referral sources?
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Conduct follow-up confirmations with each attendee by phone
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Create name tags for confirmed attendees of an in-person event
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Rehearse the presentation
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Day Of
For a virtual event
Materials List
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Investment strategies
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Retirement
Investment strategies
Call the attendees who indicated that they were interested in an appointment.
Next: Next steps
Thank them for coming and find out when they’d like to come in for a meeting.
Call the attendees who made an appointment with you already.
Thank them for coming and confirm the appointment.
Call the no-shows.
Tell them the seminar materials are available to them and they can still come in for a complimentary appointment if desired.
Optional: Send out personalized thank you notes.
Review seminar evaluations and note areas of improvement for next time.
Connect with your wholesaler and continue to monitor the activity of your seminar attendees to track the impact on your engagement with them and increased business opportunities.
Consider what you would do differently next time and start planning your next event.
Next: Planning guide
For financial professionals, it remains perhaps the best method for attracting and scheduling appointments with qualified prospects.
When it comes to building your business, no other solution is as fast or as reliable, time after time. Seminars, whether held in-person or virtually:
Build your professional reputation
Provide you with a proven way to attract quality clients
Help in closing more business by providing you with some important benefits
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Source: 1. Keller Center Research Report, Baylor University, “Maximizing the Benefits of Customer Referrals,” December 2019; Summarized from research by Christophe Van den Bulte, Emanuel Bayer, Bernd Skiera, and Philipp Schmitt (2018), “How Customer Referral Programs Turn Social Capital into Economic Capital,” Journal of Marketing Research, 55(1), 132-146.
Why seminar marketing works.
Seminar benefits
5/5
Expand existing relationships
Inviting existing clients, as well as their friends and family, to learn more about topics of interest deepens relationships and expands wallet share.
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Attract qualified prospects
By targeting prospects with a high potential value to your business, seminars allow you to allot your time, energy and marketing budget wisely.
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Market efficiently
By allowing you to communicate with many prospects at the same time, seminar marketing is far more efficient than meeting with prospects singularly.
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Establish authority
By educating prospects about their retirement and other topics, and providing strategies, you position yourself as the expert. In the process, you lower prospects’ defensive barriers, making it more likely they’ll take advantage of services you have to offer.
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Establish relationships
Seminars provide an opportunity for potential new clients to meet you in person, size you up and lay the groundwork for a relationship.
Program overview
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877.345.GROW (4769) | www.trustage.com/annuities
Next steps
Annuities
Acceleration® Show and Sell
Planning and presenting successful seminars
Insurance | Investments | Technology