Four qualifying queries for seminar attendees

Did you know that about 15 percent of seminar attendees really have no money at all? In fact, according to industry statistics, the average retiree in the U.S. only has $29,000 in assets at retirement age. Another 25 percent come only for the free meal, and the rest want to know how they can retire with more financial confidence. With numbers like these, it’s important that you effectively “pre-screen” your next seminar. Here are four questions to help you get the answers you want and the results you need.

1. “What about the invitation interested you?” “Plate lickers” – the somewhat nasty industry euphemism for those who come to your seminar only for the meal – won’t know why they are attending. They’re an easy group to dismiss, and helps you concentrate on more worthwhile prospects.
2. “What do you hope to gain by attending?” Someone just looking for an evening out isn’t the best candidate to fill your seats.
3. “Do you currently have a financial advisor?” Find out if they are happy with that person. When did they last speak to that person? If they have spoken to their advisor in the last 90 days, it is unlikely that you will be able to make the sale.
4. “Would you say your retirement account is more than $100,000 or less?” In this case, asking for the range of asset value is generally more comfortable for the attendee to answer than a specific number.

Do you have ideas to share with other advisors? E-mail them to us at [email protected].

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