Author and speaker Kerry Johnson was recently asked a few key questions on the best … key questions to ask seminar attendees. Here are some of his best responses.
Q. Many producers promote senior dinner seminars to gain leads. In industry speeches, you mention four key questions to ask potential attendees about why they want to attend a seminar. What are those questions?
A. According to a lot of research we have gained from our coaching clients and industry statistics, those who respond to mailings for dinner/lunch seminars fall into three groups. 15 percent have no money at all. In fact the average retiree in the U.S. only has $29,000 of assets at retirement age. 25 percent only come for the free meal and the balance want to hear about they can retire more with more financial confidence.
When an individual calls in response to your invitation, the first question is
1) “What about the invitation interested you?”
“Plate lickers” those who only come to your seminar only for the meal won’t know why they are attending.
The next question is more of a ‘check’ question.