Blog

Seminar follow up: Turning attendees into clients

August 11, 2015 by

In a previous post, we covered a step-by-step timeline for planning and marketing a successful seminar. In this post, we’ll dig deeper into how you should follow up with your seminar attendees after your event has ended.

Your seminar follow up begins at the conclusion of your seminar presentation. Here you’ll need to provide attendees with a clear action to take. First, have your attendees complete an information request form, questionnaire or seminar evaluation. No matter which format you choose, be sure to list your available services so they can indicate topics of interest. In addition, provide your attendees with a take-away. For example, you could provide a supplemental financial worksheet. Let your attendees know they can contact you to review the results and that you’ll help address any financial gaps.

If you have your attendees fill out an information request form or questionnaire, be sure to personally call these leads within one to five days of your seminar. Speak with attendees about their topics of interest. This is also a great opportunity to discuss the results of the financial worksheet you provided as a take-away.

During the same one to five day timeframe, you can also email attendees and seminar no-shows. If your prospect attended the meeting, send them a quick thank you email and ask them to set up an appointment to review the financial worksheet. If your prospect did not attend, send them an email with dates for your next workshop or let them know you’d love to meet one-on-one to review the workshop content. In the follow-up emails, attach a summary of your notes, presentation slides or supporting documents that were used during your seminar. At the end of your message include a call-to-action for recipients to schedule an appointment.

For a more personal touch, consider mailing handwritten “thank you” notes to attendees in addition to the follow-up email.

Seven to ten days after your seminar continue to drip on attendees with another follow-up email campaign that includes additional resources or handouts related to your seminar’s topic.

In this second follow-up email, tell attendees you have discovered related materials you’d like to share with them. You can then invite your recipients to call and discuss the material or to schedule time with you at your office.

For additional resources that can help with seminar follow up, click here. You’ll find ready-to-use seminar packages that include all the necessary engagement and follow-up campaign pieces to turn prospects into clients.

Ryan Kennedy

Ryan Kennedy joined Brokers International in October 2014 as a Marketing Project Manager. He is responsible for creating marketing materials and messages to support the strategic initiatives of Brokers International. In addition to developing marketing strategies, he will serve as a frequent blog contributor. When not in the office, he enjoys writing, graphic design and biking.

More Posts

Market your services to clients in the Maintenance Stage of retirement

July 21, 2015 by

If you have been following along with the Maintenance Stage blog series, you have learned about the profile, concerns, wants and ongoing needs of clients and prospects who are living in retirement. Rather than keeping this information to yourself, you should use what you’ve learned to reach out to clients in an informed manner.

But before you start marketing your services to clients in the Maintenance Stage, make sure you review the information and resources in the previous three Maintenance Stage blogs:

Once you understand the client profile, steps and resources available in the Maintenance Stage of retirement, it’s time to use this information with your clients. With effective communication and marketing, you will be able to show clients what you have to offer and ideally grow your business.

The first step is to go through your existing client database and categorize clients who fit the Maintenance Stage profile. Once you have your database segmented, you can specifically target your emails, social media, calls or direct mail to fit clients in the Maintenance Stage.

Here are a few ideas you can use to effectively reach existing and potential clients in this stage:

  • Send a letter to clients inviting them to set up an annual review meeting. During a review meeting you can meet face-to-face to see if your clients’ retirement needs are being met and address any concerns.
  • Use social media to provide information on long-term care. Consider sharing the average cost of nursing home care in your area, statistics on increasing lifespans or the “Genworth 2014 Cost of Care Survey.” Click here for more ideas.
  • Call clients in the Maintenance Stage to see if they are happy with their retirement lifestyle. If not, offer to go through the Needs Assessment Worksheet with them to see how their budget might be impacting their lifestyle.

These are just suggested concepts to consider, as always, you can dig deeper or be more specific in what you communicate to your clients.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

To get the most out of the Retirement Stages suite, be sure to go back and review our blog series on the Preparation Stage and Transition Stage. The information included in this series will help you better relate and reach out to clients, ideally helping you improve your client relationships.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

More Posts

Talking points during the Maintenance Stage

July 14, 2015 by

You’ve done the work to help your clients prepare and transition into retirement, but this doesn’t mean your job is done. During the Maintenance Stage, there are ongoing retirement needs you can still assist your clients with and services you can continue to offer.

Consider using these topics to check in routinely with clients in the Maintenance Stage of retirement:

  • Evaluate accumulation and preservation options.
  • Suggest a team approach to ensure they understand how their insurance, social security, taxes, estate planning and legal matters fit together.
  • Conduct an annual review to align their retirement lifestyle with their wants and needs.

These topics are great talking points to open up thoughtful and actionable conversations. By reaching out consistently, you may help them anticipate future needs or make changes in their strategy to ensure they live the retirement lifestyle they desire.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

Be sure to watch for our final Maintenance Stage blog, as it will focus on specific marketing ideas to help you get connected with your clients.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

More Posts

Profiling clients in the Maintenance Stage of retirement

June 30, 2015 by

As a financial professional, it may be helpful to think about your clients’ needs in the context of three general Retirement Stages: the Preparation Stage, the Transition Stage and the Maintenance Stage. This blog will focus on understanding how to identify your clients in the third and final stage of retirement, the Maintenance Stage.

If you are interested in learning more about how you can use the suite of Retirement Stages materials, click here. You can also learn about the first stage of retirement, the Preparation Stage, here, or if you are ready to review the second stage, the Transition Stage, click here.

Here’s an overview of what a typical client profile might look like in the Maintenance Stage:

  • Retired from full-time career
  • May be working part-time
  • Dealing with routine health care issues and costs
  • Widowed or living alone for the first time in many years
  • Spending time with grandchildren

Understanding these client characteristics can make it easier to search your database for individuals with similar needs, and customize your marketing and communications to this specific group.

Maintenace Stage ProfileHere’s a helpful flier you can download to see the identifiers, motivators, pain points and goals to help profile your clients in the Maintenance Stage.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

Our next blog will feature the major concerns your clients might be facing during retirement and key ways you can reach out to support them through the final stage of retirement.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

More Posts

Take what you’ve learned and market to clients in the Transition Stage

June 23, 2015 by

In order to help your clients in the Transition Stage of retirement, you should have a firm grasp on what clients want and need. If you missed the earlier blogs in this series or want to review the topics covered, visit these blogs:

Once you understand the client profile, steps and resources available in the Transition Stage of retirement, it’s time to market this information to your clients. With effective communication and marketing, you will be able to show clients what you have to offer and ideally grow your business.

The first step is to go through your existing client database and categorize clients who fit the Transition Stage profile. Once you have your database segmented, you can specifically target your emails, social media, calls or direct mail to fit clients in the Transition Stage.

Here are a few targeted messaging ideas based off of the content provided in this blog series:

  • Use social media to post basic reminders for transitioning into retirement. You can use topics from the Transition Stage Checklist. For example, suggest clients work to pay off credit card debt and loans before they retire.
  • Call your clients to see if they have tried out their retirement income plan. If it didn’t work for them, offer to help them adjust their budget with the Needs Assessment Worksheet.
  • Email out a copy of this Social Security resource information sheet to help clients determine timing. Then offer to meet in person to discuss options more in depth.

These are just suggested concepts to consider, as always, you can dig deeper or be more specific in what you communicate to your clients.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

Stay tuned for our third and final Retirement Stages blog series, the Maintenance Stage. It will provide you with helpful information and resources to share with clients who are actively retired.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

More Posts

Resources to help your clients determine Social Security timing

June 16, 2015 by

Determining when to withdraw Social Security benefits can be an intimidating part of transitioning into retirement. While you want to help your clients with their retirement decisions, you as a financial professional cannot make specific recommendations on when your clients should begin to withdraw their Social Security benefits.

But rather than avoiding the conversation altogether, you can help educate your clients on Social Security timing and provide specific informational resources. Here are a few of the resources you can share:SocialSecurity

These resources will help clients learn about dates for obtaining benefits, ways to increase or decrease benefit amounts, calculators and planners. Download our helpful sheet of Social Security timing resources here. You can share it directly with your clients.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

Don’t miss our next blog in this series, as it will help you understand how to tie all the information and resources you have learned about the Transition Stage into your insurance marketing strategy.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

More Posts

Help your clients navigate the Transition Stage

June 9, 2015 by

During the Transition Stage, your clients will likely look to you for help navigating the steps and tasks they need to complete before disengaging from full-time employment.

You can assist your clients by helping them work though our Transition Stage Checklist. This checklist will help you guide your clients through the following tasks:

  • Paying off outstanding debts
  • Completing and update paperwork
  • Creating a healthcare plan
  • Developing an income plan
  • Understanding Social Security timing
  • Using tax strategies

Download a copy of the Transition Stage Checklist here.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

In our next Transition Stage blog, we will focus on how you can help your clients determine their Social Security timing.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

More Posts

Five ways to get quality referrals

May 21, 2015 by

Referrals are the most cost-effective way to grow your client base. But you can’t just pull referrals out of thin air—you need to build relationships with you current clients or other professionals in your community to get the referrals you need.

It may take some time and effort, but developing genuine connections with people who may recommend your services to their friends or their clients can have payoffs for your business.  In fact, three out of five financial professionals reported that referrals from other professionals were the source of their five best new clients in the previous year.1

Capture

From hosting a casual neighborhood get together to sponsoring a community speaker, there are simple ways you can build relationships with your existing clients or other professionals who can lead you to new referrals.

Download Five Ways to Get Quality Referrals to learn creative ways to grow your client base.

1Bowen, John J., and Paul Brunswick. Building Powerful Strategic Alliances How to Leverage Today’s Most Effective Business-Building Strategy. Cork: BookBaby, 2010. Print.

Travis Redfern

Travis Redfern is a Relationship Manager for Brokers International. He works closely with key producers to help identify products and services that they can use to grow their businesses. Travis has been with Brokers International since 2002. In his spare time, he enjoys hunting, golfing, team roping, time with friends and family and escaping to his “man cave” to watch football. ADR-1263

More Posts

Follow Me:
LinkedIn

Steps your clients can take when preparing for retirement

May 12, 2015 by

In the previous blog, you learned how to identify clients and prospects in the Preparation Stage. During this stage, there are important planning steps you will need to work through with your clients to be sure they are financially prepared for retirement.

Here are some of the major tasks you will need to work through with your clients during the Preparation Stage:

  • Estimate income expenses
  • Inventory all sources of expected retirement income
  • Determine if an income gap exists
  • Calculate an income replacement ratio
  • Look at the big picture

To help you discuss these steps with your clients, you can download a Preparation Stage Checklist here. It will help you interact with clients and start discussing retirement income strategies.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

Don’t miss our next Preparation Stage blog, because it will give you a useful tool for helping your clients’ start preparing for retirement by determining their retirement income.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

More Posts

Identifying clients in the Preparation Stage of retirement

May 5, 2015 by

Retirement is often thought of as an event, but as a financial professional you know that years of preparation lead up to a client’s retirement. That’s why Brokers International has created Retirement Stages, an exclusive suite of customizable retirement engagement materials you can use with clients and prospects to help them through retirement.

In order to grasp the different aspects of retirement your clients are facing, it may be helpful to think about retirement in the context of three general stages: the Preparation Stage, the Transition Stage and the Maintenance Stage. This blog will focus on helping you learn to identify your clients in the first stage of retirement, the Preparation Stage.

The Preparation Stage has key identifiers, motivators, pain points and goals that your clients may be experiencing. Here are some of the key identifiers you can use to segment your existing database of clients and prospects working through the Preparation Stage:

  • Age range: 50 to 60
  • Working full time, with 10 to 15 years left
  • Helping financially support children
  • Making mortgage payments
  • Health care costs covered by an employer or other insurance program

These key identifiers can help you profile clients and shape your communications and marketing efforts to offer your clients the right resources at the right times.

Download this flier to learn more about identifying clients in the Preparation Stage.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

Don’t miss our upcoming blog in the Preparation Stage series. It will focus on the steps you can take to help your clients be proactive with their retirement strategies.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

More Posts