I recently presented an MDRT Web seminar entitled “The Nuts and Bolts of Seminar Selling.” Because we are all really in the marketing business, conducting seminars is a great way to get in front of a large group of people and be effective. That is precisely why I do them.
With help from a valuable book, The Excellent Investment Advisor, written by Nick Murray, I constructed my seminar track and made a commitment of my time and finances to seminar selling. I publicize through direct mail and an effective tool called Friends Helping Friends, offer dinner at my events, and always address the concerns of my senior audience. With some trial and error during the last 10 years, I’ve learned what works and what doesn’t work!
It is also quite important to create a seminar that is uniquely yours. In order to come across well, build trust and compel your audience members to make appointments, you must truly believe in your messages and never waver. I find that showing heartfelt videos during my presentations is a great way to capture my audience. To discover more of my seminar selling techniques please visit the archive of my recent MDRT Web seminar.
Please share your effective seminar selling strategies, especially for those members simply exploring the idea of seminar selling.
