Hello fredboy-ga,
Since you are getting lots of financial planning offers you must be a
highly desirable customer. Targeted marketing has become a very
precise industry and financial planners have lots of resources to help
identify the best prospects.
Baby boomers and seniors are a very favored audience for financial
planners. The research I conducted shows that there is a major
industry marketing resources to financial planners (including seminars
for seminar presenters) to help them sell more effectively to boomers
and seniors. On the other hand, there are lots of websites for seniors
that offer advice on all aspects of life management which frequently
highlight the dangers of seniors falling for various scams that are
targeted at them.
I?ve organized the materials I?ve found into the two major categories
so you can explore the financial planning seminar business from both
perspectives ? customer or provider. The two approaches are
complementary and should give you a good overview so that you can
better evaluate the offers you?re getting.
Wishing you great financial success.
~ czh ~
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FINANCIAL PLANNING PROVIDERS
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http://registeredrep.com/ar/finance_seminars_big_small/
Seminars Big and Small
There's no one-size-fits-all seminar. Find an approach that suits your
personality, target market and ability to follow up.
Are your seminars bringing in the qualified clients you want? Or are
they just an expensive way to cold call?
Here's how several brokers found a seminar style that consistently
builds solid business.
***** This is a long article that covers various options for how a
financial advisor/broker can best use seminars to generate business.
It gives fairly detailed descriptions of methods and techniques to use
in various situations and discusses possible pitfalls.
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http://www.nfcom.com/index
NF Communications
Marketing Systems to Attract & Serve Affluent Senior Investors
http://www.nfcom.com/splash.htm
Seniors own 77% of U.S. wealth. This site offers marketing systems and
education for financial advisors who serve the senior market, desiring
to sell more annuities, more long term care, raise dollars for money
management, get more referrals, get more press and become the leading
senior adviser in their community. To gather assets, the senior market
is the place to focus for financial prospects and affluent financial
clients.
***** This company sells systems to agents who market to the seniors
market. Although they don?t offer a lunch/dinner seminar promotion you
might be interested in the range of products aimed at seniors. Some of
the articles they offer discuss seminar marketing.
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http://www.ctcsouth.com/seminar.htm
Advantages of Seminar Marketing
Seminar marketing is one of your smartest approaches for reaching
prospects! CTC wants to help business folks understand the obvious as
well as less apparent advantages that producing seminars as a way to
reach your prospects will offer.
***** This is a good article explaining why seminar marketing is an
effective technique for reaching large groups of prospects.
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http://www.judydiamond.com/cgi-bin/jda/rota
Target Your Market with Four Unique Databases of Affluent Prospects:
-- The Truly Affluent
-- High-Income Self-Employed with Personal Pension Plans
-- Affluent Seniors
-- High Net Worth Small-Business Executives
http://www.judydiamond.com/gold.html
Finding Gold
Tips and Strategies to Help You Excel in the Financial Services Market
Seminars: Why they're terrible and what to do about it (Part One)
***** This site offers a series of articles by a consultant advising
financial planners on how to conduct seminars.
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http://www.advisorpage.com/modules.php?name=News&file=article&sid=1135
How to Pack Your Seminar without Feeding a Meal
If you?ve developed the opinion that seminars don?t work for building
your business, read this article. Seminars don?t work when they are
done incorrectly. Make a few changes and you can have 60-70 people,
attending every month to hear your wisdom.
***** This is an article aimed at people who use seminars to prospect
for customers. It presents several ideas for picking the right time to
schedule your seminar.
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FINANCIAL PLANNING CUSTOMERS
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http://www.globalaging.org/pension/us/private/AnnuityU.htm
http://www.jameshoyer.com/news_var_wsj.pdf
The Wall Street Journal Online, January 2, 2002
At Annuity University Agents Learn How to Pitch to Seniors
'They Like Freebies'
The first step to wooing seniors is to get them to attend introductory
seminars, and the best way to attract them, the trainees are told, is
a free meal. "They like freebies," the Annuity U. training manual
notes, and they "like to eat one major meal a day."
Trainees learn that the educational seminars can be used to generate
fear among the attendees. ? "You're there to solve their problems, but
you have to create those problems first. No problem, no sale. So at
the seminars, you're creating problems, and you tease them with the
solutions" to encourage a follow-up meeting with a salesman.
Mr. Brandon also uses seminars to gather information on the chief
financial concerns of prospective customers. ? This is the way to ID
the clients, and strike a particular pose with a segment of the
market. And [seniors are] our target market."
***** This is an excellent article that shows you how the seminar
marketing is used to reach the senior market.
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http://www.nasaa.org/nasaa/sirc/sirc.asp
North American Securities Administrators Association
Senior Investor Resource Center
http://www.nasaa.org/nasaa/sirc/top_ten.asp?nav_id=11
Top 10 Investment Scams Targeting Seniors
Investment seminars. Often the people getting rich are those running
the seminar, making money from admission fees and the sale of books
and audiotapes. These seminars are marketed through newspaper, radio
and TV ads and "infomercials" on cable television. Regulators urge
investors to be extremely skeptical about any get-rich-quick scheme.
***** This site offers lots of resources on how to evaluate the huge
variety of investment offers targeted at seniors.
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http://www.bbb.org/alerts/article.asp?ID=287
Don't Get Hit by the Seminar Pitch!
You may have heard the pitch on television, or received an email or
letter promoting a seminar or conference that promises to reveal the
latest "insider secrets" for making lots of money fast. While there
are legitimate seminar promoters, there are also seminar hucksters
whose only goal is to take your money.
***** This article from the Better Business Bureau reviews some key
points on how to evaluate offers made at marketing seminars.
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http://www.corp.ca.gov/pressrel/03/saif/itnsaif043003.htm
Seniors beware-scams abound
Malibu senior residents take steps to avoid being victims
of fraud, or through schemes called "churning" or "twisting."
CDI investigators said potential clients/victims can be found at
various self-promoting events such as money management seminars.
One victim of such schemes, Dorothy Jones (not her real name) said she
attended a financial and retirement planning seminar held at the
American Red Cross in Santa Monica. Jones said she met an agent there
who said he was a volunteer.
"I felt that lended to his credibility," Jones said.
She said she received numerous phone calls with offers to have a
financial analysis done for her. Jones put her investments in the
agent's hands.
***** This article discusses various scams aimed at seniors including
the use of seminars to attract seniors.
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targeting seniors financial planning
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