If you’re an advisor in growth mode, you may think your competence, professionalism and ambition are enough to help you gain new clients. While those are important elements of business success, they’re not enough to fuel true growth…particularly among all the competition from up-and-coming advisors, seasoned advisors and robo-advisors. Being competent, professional and ambitious will help you survive…but you won’t thrive.
Even the most experienced advisors know that breaking through the competition to grow your business is challenging. However, with 10,000 Baby Boomers projected to turn 65 every day through the mid 2030’s (source: AARP), there’s a massive opportunity to help these people as they turn the corner into retirement.
As an advisor, your greatest asset is your specialized experience and expertise, but how do you share that with potential clients? Enter: educational seminars. When done correctly, hosting educational seminars allows you to convey your expertise while also establishing credibility and building relationships with people who need your advice.
Now, how do you successfully execute an educational seminar?
There truly is an art to seminars. If not properly prepared, you run the risk of purely pitching your services and falling into the “bait and switch” category. According to a 2016 poll conducted by the American Association of Individual Investors, 65 percent of respondents said they mistrust the financial services industry to some degree.
This means you’ll need to work hard to gain the trust of those sitting in the room, which does not come from a sales pitch. It comes from practice and guidance on how to successfully share critical knowledge with your audience, which in turn will earn you their trust and respect. Other considerations for a successful seminar include the venue and marketing, both of which need to be strategically planned and executed.
While the process of hosting an educational seminar may seem daunting, it doesn’t have to be! Going back to that thrive-not-survive theme, educational seminars can be your launchpad to thriving for years and years to come.
Interested in learning more about how to harness the power of educational seminars to take your business to the next level? Download White Glove's Top 3 Strategies for Hosting a Successful Educational Seminar article.
Want to learn more about White Glove? For more information, visit www.whiteglove.com or call 844-949-9497.
Mike Thurman provided this content as a Covisum guest blogger. In his role as co-founder of White Glove, Mike Thurman provides strategic counsel on how to successfully grow and diversify the company. Having spent more than 25 years in the trenches as a financial advisor, Mike leverages the experience he gained successfully building his own practice through educational seminars. Mike is also the co-owner of InvestWise Financial, a financial firm with half a billion in assets under management.