• Skip to navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer

American Academy of Estate Planning Attorneys

AAEPA, Inc

Find a Member Member's Login
Call Today (800) 846-1555
  • Membership
    • Membership Membership
    • submenu
      • Why Join?
      • Member Requirements
      • Become A Member
      • Meet the Team
  • Estate planning software
  • Education
  • Practice management
    • Practice management Practice Management
    • submenu
      • 11 Essential Systems
      • Coaching
      • Law Firm Marketing
  • Resources
    • Resources Resources
    • submenu
      • Live Training
      • Blog
  • Contact Us

Make Your Seminars More Memorable and Effective

Home » rollover » Make Your Seminars More Memorable and Effective

If you are concerned that many have caught on to the power of seminars as a “new client acquisition” strategy, you are not alone. There are thousands of events being held around the country and if you live in an area of wealth and well-to-do individuals, rest assured that they are continually getting invited to attend these presentations by many different industries… Financial Advisors, Estate Planning Attorneys, Franchises, Home Improvement, Senior Living, Travel, to name a few.

They work, that is why you see so many being done. For over 22 years, the social dinner event approach we originated has drawn over 17 million individuals from that ideal target audience of 55+ years of age, with disposable money to invest or buy. The events give them a safe, ideal and comfortable setting where they can get educated, have a chance to shop, and the opportunity to gather more information about products and services that they are interested in. These are motivated individuals that respond to your invitations and willingly come see you present your services or products. Keep in mind; they are still very guarded since so many companies want their attention. Knowing and understanding that psychological and social reality allows you to utilize techniques to break down the barriers by making your event stand out, be more appealing, different and more memorable.

Your new client opportunities will come from approximately 40% to 50% of your attendees. Please do not get overly concerned about the other 50% that do not make an appointment… it’s absolutely normal. Also, it does not matter why those folks came. They attended and helped you fill the room. That in itself is a great dynamic that makes you look very good. You commanded a full room and that type of impression is invaluable on that day and even for later (I will explain.). You are never going to convince 100% of the audience. You did nothing wrong in your presentation, it’s just the math and the numbers of doing seminars. Making a great impression at your events will also help you later because those that chose not to make an appointment with you for whatever reason, will compare you and your event when they attend someone else’s event. Remember, those folks are still shopping so they will see the difference if you did a good job. You will then have a greater opportunity to get that call when they finally decide to make a decision to meet with someone.

So here are some very simple and proven ways to elevate your event to a social and more memorable experience for the audience.

  1. Play music while they are showing up and signing up at your table…as loud as you can (within the venue rules). Many events I have attended are too quiet and solemn with folks whispering and just sitting there staring at each other while they wait for things to get started. That is a terrible way to kick off an event. Instead, create a welcoming atmosphere of comfort and sociability.
  2. Hand out some credibility information before you start speaking… something like your accomplishments, testimonials, your professional bio, family background, financial tips, trivia facts about their age group (see  www.americannostalgia.com), serve snacks, have a video playing in the background with facts/sayings (like in the movies), etc.
  3. Open by explaining why you are hosting a dinner event and share how many you have done (or will be doing), and tell them why you chose that non-selling, no lecture approach. In other words, sell the event.  Clarify why it makes sense for them to learn, gather valuable information, question, and get a second opinion on their current plan or what they had in mind for retirement. Start by easing their concerns before you present anything. Set the mood.
  4. At some point in your presentation, explain clearly what will happen when they meet with you privately, one on one. It is critical that they understand what they are going to experience and what to expect. Explain who are the right types of people to meet with you… describe who you can help. What situation do they need to be in for you to be able to give them advice? Be transparent and genuine.
  5. This one works really well. Include door prizes, raffles or giveaways at the end of your event. You will not believe the anticipation that this will create. People LOVE to win things. It helps you create a fun, memorable and comfortable environment. You could use these as a way to collect comment forms, feedback sheets or appointment cards as the entries to the raffle. YOU have most likely experienced this dynamic before. Let me explain… you go to trade shows and pick up chachkis (for your kids, yeah right), you have probably sat at clubhouses after a golf tournament and waited until dark when they raffle all of the sponsoring gifts, maybe you have attended charity auctions and hope to land some of the top prizes displayed…right? We have all experienced that winning feeling. It makes people feel involved and it closes your event with a feel-good ending. You can use gift baskets, flower arrangements, wine, gift cards, pies (yes, pies), books, music CD’s, picture frames, etc.

In summary, it’s all about the setting, the mood, and your audience that day, not what’s convenient for you. You cater to them by creating a social environment where you can gain trust, credibility and acceptance. That is what truly generates more appointments. Your presentation is important but more important is that they have a great experience. That is what will make your event memorable and more effective. I always say that it’s what you do and what you say between your slides that connects you to the audience. Without these dynamics it’s just another workshop, sales pitch or lecture.

Like I said at the beginning of this article, there are thousands of dinner presentation events being promoted around the country, many in your own backyard. They really work, that is why you see so many. You can fight it and not participate or you can take advantage of this proven social prospecting phenomenon by stepping up and standing out. If you don’t, your competition will. Following the marketing formulas, and you can realistically expect to get in front of 600 to 1,000 motivated prospects over 12 months using the dinner event approach. Everything can be done for you except presenting and managing that audience in that room. That is where you come in, you determine your success. The amount of appointments you procure will be 100% in direct proportion to how you present and how you connect with the attendees that day.

Jorge Villar is the President and Founder of RME360, a $24 million-dollar marketing powerhouse. With more than 26 years of direct marketing experience, he is known in several industries for his ability to create campaigns that garner the highest response rates. He is the innovator of the National Seminar Success program that for the last 17 years has accounted for more than 65% of the seminar events being held nationwide, with over 17 million attendees. Mr. Villar has also been very successful marketing to physicians and business owners regarding Succession Planning and Asset Protection. RME360’s marketing programs are presently being utilized by over 10,000 clients, including: top producing financial advisors, estate planning attorneys, large financial organizations, health care organizations, franchises, universities and many other industries. Mr. Villar is a frequent key note speaker at national financial symposium and marketing training conferences.

Academy Guest Blogger
American Academy of Estate Planning Attorneys, Inc.
9444 Balboa Avenue, Suite 300
San Diego, California 92123
Phone: (858) 453-2128
www.aaepa.com

  • Author
  • Recent Posts
Jorge Villar
Academy Guest Blogger, Jorge Villar, President of RME360
Latest posts by Jorge Villar (see all)
  • Frequency, Content, Creativity, Your Value Proposition and You - June 25, 2020
  • New Seminar Invitation Helps You Brand and Grow Your Business - June 11, 2018
  • Does It Matter Why Your Prospects Came to See You? - March 5, 2018
SHARE

Primary Sidebar

Subscribe to our blog

Recent Posts

  • How Do I Title Thee…Part I
  • Turning Stalled Out Goals into Actions
  • What Makes a Will or Trust Invalid
  • Ultimate Social Media Cheat Sheet: Character Limits & Best Days/Times to Post
  • Understanding Tax Apportionment Clauses

Categories

  • Academy Girl Friday (33)
  • Client Services (238)
  • Coaching (33)
  • Consumer Advantage (3)
  • Counseling (21)
  • Elder Law (5)
  • Estate Planning (919)
  • Estate Planning Documents (5)
  • Estate Planning Education (199)
  • Financial Analysis (3)
  • Financial Services (1)
  • General (19)
  • Law Firm Marketing (281)
  • Law Firm Net Revenue (7)
  • Law Firm Staffing (99)
  • Law Firm Technology (45)
  • Law Firm Web Tips (185)
  • Leadership (191)
  • Legal Education (645)
  • Marketing Tools (2)
  • Medicaid (1)
  • Member Services (1)
  • Owners Compensation (1)
  • Peak Performer Focus (1)
  • Practice Building Calls (1)
  • Practice Management (495)
  • SEO/Social Media Support (3)
  • Software (6)
  • Strategic Planning (9)
  • Uncategorized (15)

Footer

logo of American Academy of Estate Planning Attorneys

About Us

  • Meet the Team
  • Site Map
  • Legal Notice
  • Privacy Policy

Explore Our Services

  • Coaching
  • Estate planning software
  • Events
  • Legal education
  • Marketing
  • Web and SEO

Keep in Touch

Mon-Fri

9444 Balboa Ave. Suite 300

San Diego

(800) 846-1555

info@aaepa.com

Take Back Control of Your Business and Your Life

+

footer section | American Academy of Estate Planning Attorneys

© 2022 American Academy of Estate Planning Attorneys, Inc All rights reserved.

We use cookies on our website to give you the most relevant experience by remembering your preferences and repeat visits. By clicking “Accept All”, you consent to the use of ALL the cookies. However, you may visit "Cookie Settings" to provide a controlled consent. Don't sell my personal information.
Cookie Settings Accept All
Manage consent

Privacy Overview

This website uses cookies to improve your experience while you navigate through the website. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may affect your browsing experience.
Necessary
Always Enabled
Necessary cookies are absolutely essential for the website to function properly. These cookies ensure basic functionalities and security features of the website, anonymously.
CookieDurationDescription
cookielawinfo-checkbox-analytics11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Analytics".
cookielawinfo-checkbox-functional11 monthsThe cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional".
cookielawinfo-checkbox-necessary11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookies is used to store the user consent for the cookies in the category "Necessary".
cookielawinfo-checkbox-others11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Other.
cookielawinfo-checkbox-performance11 monthsThis cookie is set by GDPR Cookie Consent plugin. The cookie is used to store the user consent for the cookies in the category "Performance".
viewed_cookie_policy11 monthsThe cookie is set by the GDPR Cookie Consent plugin and is used to store whether or not user has consented to the use of cookies. It does not store any personal data.
Functional
Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features.
Performance
Performance cookies are used to understand and analyze the key performance indexes of the website which helps in delivering a better user experience for the visitors.
Analytics
Analytical cookies are used to understand how visitors interact with the website. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc.
Advertisement
Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. These cookies track visitors across websites and collect information to provide customized ads.
Others
Other uncategorized cookies are those that are being analyzed and have not been classified into a category as yet.
Save & Accept