dinner seminars

In our second episode, Josh Woodward and Jon "JAG" Gay from Mastermind Advisor sit down to talk about what the traditional "dinner seminar" looks like today.  Think about getting away from the "plate lickers" that want a free dinner at Ruth's Chris, and brand your seminar as educational.  Maybe consider doing it in a library or at a college.

Next, Josh talks about specifically targeting your advertising.  How does Mastermind Advisor promote your event, so that we are only targeting your likely future clients?  What we say is just as important as where we say it.

To learn more about Mastermind Advisor and what we offer those in the financial services industry, visit https://mastermindadvisor.com/

With the financial services industry changing so rapidly, today Marc Rogers and Jag go back to the basics.  We interview Doug McDermott, Marc's mentor, who started in this business in 1979.   Doug explains how an early assignment helped him find a passion for what he does.  And you'll hear just how contagious that passion is as you listen to this episode.

Doug speaks at length about "having a servant's heart."   If your "why" is to serve others, everything else will take care of itself.  In some ways, that's a lost art in today's world.   He also shares a brilliant way he explains his compensation to investors. The words you use are vitally important.

In addition to helping investors and advisors, another piece of Doug's "why" is his foundation, The Gift of Gratitude Foundation, helping military veterans and first responders.  You can learn more about that organization here: https://giftofgratitudefoundation.com/

Marc asks Doug about his perspective on the current market, with the traditional 60/40 mix performing as badly as ever.  Doug explains the upside of fixed index annuities, and how they can be used not just to get clients to retirement, but get them through retirement.

The key is in the details.  Using the right language with your clients, Doug's oversized business cards, and more that shows you care and will go the extra mile for your clients.

And when it comes to dinner seminars, Doug still updates his 3-inch thick manual of how to take care of all the little details.  Spoiler: He'll tell you why he always serves carrot cake.

Email Doug: Doug@conceptsbenefitsfeatures.com

To access Marc and his team, as well as more tools to help grow your practice, give Marc a call at 800-829-5526, or visit online: https://www.producersprospect.com/

Marc Rogers is back from his recent travels, which included being in Knoxville for the epic Tennessee-Alabama game.  No doubt the Vols had a great pregame plan for how to attack the Tide, and they executed it when it mattered.   Pre-game preparation and in-game execution are also key to client events.  And you want to be putting on events, not "workshops."

Certain brands know how to position themselves as customer-focused and a cut above.  Marc and Jag cite examples from Marriott and Delta to Chick-Fil-A.   Everything about the customer experience and brand matters.   That's what you need to keep in mind for your events.

Marc explains what you need to do for these dinner events - from screening candidates and hitting multiple touchpoints, to picking the restaurant, music, and host to introduce you.   Jag draws on his experience in radio - when you go to a concert, you know which station is the "big" station and which is the also-ran.  They are pretty easy to tell apart. Which do you want to be?

Marc explains how he and his team at Producers Prospect work hand-in-glove with your staff to handle every aspect of this process, both ahead of the event and during it.    Next time, we'll talk about the post-game and the follow-up.

To access Marc and his team, as well as more tools to help grow your practice, give Marc a call at 800-829-5526, or visit online: https://www.producersprospect.com/

Marc Rogers of Producers Prospect is joined once again by Ryan VanSickle of Leading Response.  Too often, as advisors, we get busy, we don't put thought into making all of our marketing vehicles work cohesively, and we don't consider the perspective of our potential clients - the ones we want to bring in.

Ryan describes the sales and marketing funnel.  Often, we gravitate toward "low hanging fruit" - the 10% of clients that know they have a problem.  But what about the top of the funnel?  What about the 90% of potential clients that don't know they have an issue with their current advisor.  This is where not just dinner seminars themselves, but the touch points before and after, come in.

It may be human nature to write off a dinner seminar participant as a "plate licker" if they don't become a client immediately.  But they might not just be ready. Changing advisors is a complex decision for investors, with potentially life-altering consequences.  Also, where are they in the funnel?  Are they still at the research phase? Maybe they need more information before they're willing to commit?  Maybe topic-specific events can be employed here - related to taxes, social security, and more.

It's all about being in the right place at the right time for when the potential consumer is ready to make a decision. And that means providing value, and fighting off the stereotypes that your dinner seminar or other content is just a "commercial" trying to sell something.

When potential clients move from the research phase to the evaluation phase, you want to have a wealth of material and touchpoints available to them, on their timeline.

Marc closes with an example of a pair of advisors who don't take a dime from potential clients until they complete a seven meeting process.  He explains how and why that works.

Marc and his team at Producers Prospect have launched a turnkey dinner Seminar Steps for Success.. For more information, contact them below.

Contact:

www.producersprospect.com

Email: mrogers@producersprospect.com

Or call 800-829-5596

Dinner seminars are a tried and true method of outreach to new clients.  With many of us being locked up in our homes for the past two years, there's actually pent up demand for in person events.  However, there are so many ways to do these events poorly.

Today, Marc Rogers of Producers Prospect introduces you to Ryan VanSickle of Leading Response.  Ryan is the data guy.  He will help you research your market and optimize your event to find the high net worth clients that will build your book of business - not the folks who are just out for a free steak dinner.   In this world of "data being the new currency," Ryan has an embarrassment of riches.

It's through Ryan's partnership with Marc, who has tried and true methods on the execution side, that investment in these seminars can pay dividends for you and your business as a financial advisor.   Today, we break down the "dos and don'ts," as well as what your turnkey partnership with Producers Prospect looks like.

Contact:

www.producersprospect.com

Email: mrogers@producersprospect.com

Or call 800-829-5596