Don’t Judge A Book By Its Cover

Many of the people that attend your seminars will be dressed comfortably in jeans and a t-shirt, worn-down sneakers, jacket that’s seen better days and a baseball cap that is missing more material than is left to hold it together.

Underneath those comfortable clothes are your future clients. It is easy to take a look at someone dressed casually verses someone that is dressed in business attire and decides that of the two; the better-dressed person will be the one that you land as a client. Subconsciously or intentionally, you rationalize that the better-dressed of the two is the only one that will have assets.

That line of thinking will cause you to limit your time to just a couple of audience members.

You will be missing out on a huge opportunity with the rest of your audience that do have assets to invest and are looking to work with someone just like you. Do not pre-judge anyone in your audience and you will avoid losing your opportunity with them because you assume they have no assets due to how they are dressed. I have met several doctors, prominent business owners and attorneys in the audiences that I present seminars to that are dressed like they just stepped out of a Sear’s catalogue…from 1987. In fact, one of the best clients that I was able to help one of our agent’s land, was a doctor who had just finished doing yard work and had no time to change before attending our seminar.

Exceeding An Hour

Leave your audience wanting more. For every second that you exceed your one hour presentation, you are removing appointments off your calendar. Leave them wanting more from you and you will be very successful in converting audience members into appointments and ultimately life-long clients.

Using Complex Explanations

Never pass up an opportunity to use a quick story to illustrate a complex concept. People love stories and most importantly, they remember them to the point that they will have forgotten all the details about the concept mentioned in the seminar, but will recall a story for you verbatim. You will never have a majority of your audience who are analytical and detail-oriented. Stick with simple and memorable stories to explain ideas, and when you do meet with analytical clients, you can drill down as much as you’d like beyond the stories.

For more tools and training for advisors working with Social Security, be sure to visit our resources page.