Seminar Topics

[wrighj03]

I would like to do seminars, but do not want to give my sales pitch, however I would like to speak on my topic? (life insurance). Any advice would be greatly appreciated.

Some ways to give value first and be viewed as a resource instead of a salesman.

Also, what type of response should I expect from doing seminars?

 

[Bob_The_Insurance_Guy]

Health insurance - explain what is meant by:

HMO
PPO
PPO
80/20
Pre-existing Conditions

or,

Long Term Care - explain:

What Medicare does and does not pay for
How to select care
The changes in Home Health Care
Legal ramifications of Medicaid Planning
Partnership Plans (if available in your state)

Hope this helps.

 

[xrac]

I would like to do seminars, but do not want to give my sales pitch, however I would like to speak on my topic? (life insurance). Any advice would be greatly appreciated.

Some ways to give value first and be viewed as a resource instead of a salesman.

Also, what type of response should I expect from doing seminars?

I do not think you will get much response if you advertise a seminar about "Life Insurance". You can talk about life insurance but you will have to find a way to package it to attract people. It will need to be about the benefits and solving problems with it.

 

[Charpress]

First, don't call it a seminar. Workshop or whatever is better these days.

Secondly, put yourself in the shoes of the person who gets an invitation. As a very good sales books says, where's the WIFFY (Whats In It For You)?

What are people interested in? More importantly, what are people afraid of? What will get them to take their time to come to a workshop?

It isn't life insurance.

It might be techniques to cut market losses and get into investments with guaranteed returns. Or investments that can convert to a benefit like long term care (Whoa! Isn't that life insurance?)

Response rate? All over the place. Do a really good job and you will get 2% (I got 3.5% on my most recent mailing). Do a not-so-good job and it might be .5% -which will be typical if you just repeat the tired stuff from the last few years.

I am sort of convinced at this point that you need to sell yourself in a mailing for starters to get a good response, not the food or the subject matter of the workshop. That boils down to the credentials and experience you can exploit on the invitation.

 

[DT1970]

This is an interesting thread, actually.

For those of you who are independent, where do you hold your seminars aka workshops? I'm guessing --library, senior centers, local restaurants?

Do you advertise it as...
--Random_topic business owner workshop by XYZ_Independent_Agency

or

--Random_topic business owner workshop by Your_Name sponsored by MAJOR_brand_name_carrier i.e. Mutual of Omaha

I would think the second option would yield higher results....just curious

 

[xrac]

I think anyone who is contemplating doing seminars should first read "Seminars the Emotional Dynamic" by Frank Maselli.

 

[Charpress]

I think anyone who is contemplating doing seminars should first read "Seminars the Emotional Dynamic" by Frank Maselli.

Good luck finding one. They used to be given away as part of recruiting efforts. About the only way to get one now is in the used market. Try this:

Amazon

 

[insuranceexec]

Good luck finding one. They used to be given away as part of recruiting efforts. About the only way to get one now is in the used market. Try this:

Amazon

How much do you make giving out that link Charpress?..................LOL

 

[Charpress]

I wanted that book for myself a year or so ago. I could not find it anywhere.

Give it to Amazon, if it exists they will have a way to get it.

 

[xrac]

How much do you make giving out that link Charpress?..................LOL

It is also available on Half.com.

Half.com / Books / Seminars: The Emotional Dynamic Advanced Presentation Techniques for Financial Professionals