Being genuine with prospects

Is there a way to “get real” with prospects? I’m not sure. While I like teaching seminars, such as “Successful Money Management,” I wonder about forcing appointments by passing around the clipboard.

The dinner meeting is OK; however, the purpose seems mainly to disturb prospects, and it seems fairly easy to make older people worry. A client of mine who had attended a dinner meeting–she wanted the free dinner, she said–came to me saying she “had to have a trust,” even though she had no need for one.

At times, I wonder why we can’t just invite people to discuss the actual process of financial or investment planning. Why can’t we do that?