Our Industry’s Only Comprehensive Coaching Program That Turns You Into an Effective Financial Educator
What If You Could Add $5 Million, $10 Million, Even $20 Million or More in New Assets Every Year…Just by Teaching Prospects Important Financial Planning Concepts?
Did you know that some financial advisors are among the highest paid teachers in the world?
What’s the number one way to build your business in 2024 and beyond?
Unlock New Client Growth by Solving This Problem
Problem: Your new client/new asset growth is stagnant and you’re not getting in front of enough new prospects because you don’t have a prospecting program that delivers a steady stream of qualified people.
Solution: Position yourself as a Financial Educator and develop a full-blown Financial Educator marketing system that will give you consistent exposure to pre-retiree and retiree prospects you need to build your business and defend it from competitors.
Three Key Overview of the Financial Educator Imperative
Key #1: Educate affluent pre-retirees on retirement complexities such as tax planning, Social Security, Medicare, IRAs, caregiving, long-term care, estate/generational planning, and build your stature as a Financial Educator.
Key #2: It doesn’t have to cost a lot to get an ROI on your Financial Educator marketing and you don’t need to know every presentation topic inside out to effectively educate people and later host them in your office for a one-on-one meeting.
Key #3: All types of advisors succeed as Financial Educators by following consistent marketing strategies to secure attendance, schedule one-on-one meetings, and turn prospects into clients.
Any advisor can learn the strategies. It starts by developing your 2024 Financial Educator Marketing Plan—your chief guidance system for our Liftoff! Financial Educator Marketing Coaching Program.
In this exclusive program—our industry’s only comprehensive coaching program that turns you into an effective financial educator—you get:
4-days of virtual instruction and coaching, so you build and launch your 2024 education marketing campaign.
A tailored Financial Educator Marketing Plan that aligns with your unique goals and target audience.
12 hours of expert virtual instruction, along with weekly office hours, marketing clinics, and coaching sessions this winter, plus monthly Check-in/Office Hour sessions for six months to ensure continued growth and success.
Unlock New Client Opportunities With Our Game-Changing Coaching Program
A few years back, I met an advisor who had a record year putting on small, inexpensive workshops focusing on Social Security and Medicare. He added a million in new assets…. A very decent number, but not eye-popping.
But he learned a few things along the way and realized if he did more events the way he did the first group, his business would grow.
So he worked with his team. They focused on all the nitty-gritty details associated with putting on educational workshops. And they expanded to a community about 30 minutes away.
The next year he pulled in $16 million in new assets.
The following year, his success was even better. He pulled in $24 million in new assets.
Now here’s a really important point: This is not a fluke. He’s not a superman.
I’ve met dozens of advisors over the last seven years from every part of the country and they’re all getting fantastic results “teaching” the public about important financial planning topics—anything from college planning and cybersecurity to tax planning, IRA strategies, Social Security, and Medicare.
They all have their own unique approaches. But they also share something in common. They’ve created a system, a process, for their business that is easily repeatable.
They’ve trained their teams to support them. And they’ve gotten out there and executed their strategies as “financial educators,” month after month. And now they’re reaping the benefits of following their smart, repeatable strategies.
Use this unique opportunity to develop your 2024 Financial Educator Marketing Program. Join us for this 4-days, virtual coaching experience…
Introducing Liftoff! The Financial Educator Marketing Coaching Program.
Anyone can organize a one-time client event or workshop. But it’s entirely different to build a full-blown marketing and prospecting system that creates a steady stream of incoming prospects motivated to work with you for years to come.
That’s why I’m inviting you to spend this winter—once a week for 90 minutes to build a meaningful education marketing system for you.
We’ll examine all aspects of building your business and reputation as a financial educator:
Picking your topic
Developing your strategy
Choosing the right venue or format
Selecting the right marketing that fills seats
Organizing a compelling and effective “classroom” for your attendees
Delivering a compelling introduction
Engaging your audience to create personal connections
Priming your attendees to view you as a credible expert
Closing your workshop in ways that fill your calendar
Following up systematically so you and your team can effectively on-board new clients, and then repeat the entire process.
The Key Success Principles of Advisors Who Teach the Public and Position Themselves as Financial Educators
The difference between success and failure in education marketing comes down to a few key principles. Some relate to presentation style. Others, marketing. But the most important ones relate to your attitude. You'll learn…
Why smart advisors never outsource their presentations…
Why platitudes like "don't do workshops on Saturday" and "leave Wednesday alone, that's church night" interfere with your success…
The secret to banishing audience skepticism about financial advisors within two minutes of starting your presentation…
How to bridge between the workshop and a face-to-face meeting without stooping to "bait-and-switch" tactics…
One advisor's masterful tip for building rapport with his audiences. Hint: You need to give them something before the presentation begins, and it works best with smaller groups…
How to stay top-of-mind for attendees even after your workshop is over…
The secrets of storytelling, and how it brings your presentation to life so attendees DEFINITELY want to meet with you one on one…
Did you know that when you start out teaching in your community, you’ll use certain tactics that will be the complete opposite of the ones you use AFTER you’ve established yourself as the go-to financial educator? Learn the power of both approaches…
Workshop success is all about filling the maximum number of seats, right? Think again. There's a much more important measure of success
In this digital age, your best resource for workshop attendance is the Internet. Right? Not always…
Where to Meet and Teach the Public: The Location Conundrum
Advisors have found success in many kinds of in-person and virtual venues: from fancy steakhouses and country clubs to firehouses and car dealerships; to live webinars, live hyrid webinars, and totally automated webinars.
There's no absolutely perfect place; the smart financial educators will pick the format and venues that best serves their goals. You'll learn…
The most popular locations for classes so you can decide which fits your style…
Why it's not all about the type of venue. In fact, that's not even the first concern. You can make this work anywhere, if you follow tried and true rules…
How one advisor transformed his business by doing a high volume of workshops at the library…
How another advisor's wide-ranging marketing strategy drives attendees to a Hilton hotel for coffee and donuts on a Saturday morning…
Serving food actually makes sense for some strategies. But did you know there’s an easy way to knock 10-15% off your food costs by following one simple rule?
WARNING: Teaching in an actual classroom may be ideal for you. But some ways are MUCH BETTER (saving you time, money and energy) than others. We'll cover the approaches of some of our veteran advisors...
Is your public venue—a library or school—hesitant to bring in a financial professional because of bad past experiences? Here's how to overcome that hurdle…
Why having webinars as part of your mix is a total game-changer for your growth, client loyalty, and meeting new prospects ready to talk…
Finally, learn to use a detailed checklist for helping you choose the right place for you…
Hot Financial Topics That Motivate Prospects to Come to Your Class and Your Office
The secret to using your topic—whichever you choose—to pivot to eventual face-to-face conversations with workshop attendees…
Answer a big strategic question: learn the merits of using one vs. multiple topics…
Courting the lucrative pre-retiree niche? 10,000 baby boomers are retiring every day, and most of them are completely ignorant about several major retirement topics…
How to reach a younger crowd on a topic that always gets their attention—and their parents and grandparents, too…
Why is nobody in your community leading the charge to defend people, families, businesses, and governments from the exploding cyberattacks hitting everyone? This is where you come in…
Many people work past age 65 when they should sign up for Medicare. They think it’s okay but often make extremely serious and expensive mistakes about their plans for retirement health care…You can help them.
Crowd size doesn’t always matter. There’s one type of retirement planning workshop that will draw fewer attendees than others. But when they come into your office, you’ll be amazed at the size of their portfolios…
Smart Workshop Marketing ROI: Getting the Right Attendees at the Right Cost
You’re not a professional marketer—you’re a financial educator. So what’s the best way to ensure you get a steady stream of good attendees at your workshop? You'll learn:
Select the right demographics for your marketing so the best and most suitable leads attend your workshops…
Find the right marketing vendors to reach the prospects you need. Hint: Cost isn't the first concern…
How to understand the role direct marketing copy plays in getting people to decide to attend your class...
How to know good copy when you see it and use it your advantage…
What’s the best way to handle RSVPs for your workshops and other events? There’s more to it than just getting their contact information…
Delivering Compelling and Effective Presentations
It's not all about being a good speaker. A lot of thought needs to go into other, easily overlooked factors. You'll learn:
How to evaluate the layout and location of your presentation room, getting the best value and ensuring everything goes smoothly…
How the best presenters set up their rooms to ensure maximum audience engagement…
What you need to give to attendees to help them digest your material in an engaged and informative way…
How to open your presentation and answer an important question lingering in the minds of your audience…Answer it right and it’ll separate you from the competition…
How one advisor spun some of the worst disasters to bewinter his practice into wonderful stories to illustrate his points throughout his presentation…
How to pivot seamlessly from your presentation's subject matter to one-on-one meetings with your attendees AND reduce your audience’s anxiety about meeting you…
The art of closing your presentation so attendees feel connected, motivated, and unpressured to meet you and your team…
Workshop questions: How to handle them successfully when you’re a beginner and how to use them to your advantage when you’re a seasoned financial educator…
The trick for turning challenging questions into a perfect business opportunity. We'll show you how this is done…
How smart presenters set first-meeting expectations at the workshop itself, and they do it without breaking the flow of the presentation…
How to get 100% completion on your workshop feedback forms…and ensure you get valuable feedback from your attendees…
Presenting to CPAs, Attorneys, and Other Strategic Allies
Professional referrals constitute up to 20 percent of new business for advisors. Your strategic allies need and want to learn about the topics you’re presenting to the public, too. Building your reputation as a Financial Educator will work with them, too. You'll learn:
How to start cultivating CPA relationships by delivering powerful and informative continuing education (CE) …
How to use workshops to "discover" the other professionals in your clients’ lives…
How to schedule and budget your speeches and workshops to respect the time of your fellow professionals. (Note: Time management is critical in all speaking engagements, but has special significance here.)
Learn the full array of CPE-certified presentations you can deliver to CPA attendees and how to use those resources efficiently and effectively…
One advisor's story on how she impressed so many CPAs, they actively invite her to present to their clients…
And how another advisor got a large firm to agree to send their entire team to her presentation…
And how yet another advisor successfully presented to an entire organization of CPAs in his home state and has enjoyed tremendous referrals as a result…
Don't think there are enough CPAs and related professionals in your community? You're probably looking in the wrong place. Here's how to find them…
Do you network with every professional you can? If so, you're doing it wrong. Quality over quantity with these relationships…let's talk about building that quality…
The All-Critical Follow-Up: Converting Workshop Attendees into Clients
Marketing guru Gary J. Stern describes marketing as "giving up something of value in exchange for something you need." A generous donation of your time to your attendees after the workshop will have real returns for you—if you do it right. You'll learn:
When to book appointments at the workshop, and what NOT to do…
Should you really invite people
How to overcome audience reservations about meeting with you—we'll study our best advisors' approaches to booking appointments…
How to run first meetings that are genuine, productive, and put you on the path to minting new clients…
How to keep prospects engaged while keeping sales pressure off—and our most successful advisors agree—better that pressure stays off…
How to ensure that workshop attendees bring their critical first-meeting information in to your appointment…
How one advisor offers a full-service "Free Financial Physical" to his workshop attendees, addressing issues which surpass even the scope of his class…
Another advisor's system for tailoring the first meeting to the prospect's specific needs…
Your first meeting approach may vary depending on your choice of topic, true. But the secrets of bridging to the larger financial conversation remain fairly constant…
How to use your web presence to stay top-of-mind to your students…and how we can help…
The Number One Way to Build Your Business in 2024 and Beyond…
Imagine it’s 2027, three short years from now (shocking, right?). You’ve spent the previous 36 months executing your Financial Educator Marketing Strategy.
You’re now more well-known and respected in your community than ever before. People have seen that you value teaching the public. They’ve become clients. They’ve attended your events. They’ve sent referrals your way. The local professional community knows you’re a key source for great continuing education presentations, too.
Your team is always busy—not crazy and out of control. Just steady and focused. You’re happy with some new people you’ve added, too. And you’re very pleased with new steady growth you’ve added to your business.
This is no pipe dream. It’s happening right now for advisors across the U.S. There’s no reason it shouldn’t happen to you, too. Remember, success lies just beyond your comfort zone.
Why Educational Marketing?
Today’s consumers don’t like to be pitched, especially when they are struggling with health scares, job transitions, market volatility, and business failures.
However, they are interested in timely discussions that can help them plan for retirement.
Education builds trust and drives relationships with prospects who are looking for guidance. Educational presentations, especially webinars, help you scale your outreach so you can engage with qualified prospects wherever they are.
Educational events, in-person and webinars, are even good for your existing clients. It keeps them engaged, committed, and gives them something to talk about and invite friends to.
Who Should Attend?
This workshop is ideal for three types of people:
Financial professionals, seasoned or new, who want to build a smart marketing system that will keep their calendar filled with appointments from motivated prospects who’ve attended their workshops or classes and want to meet to learn more, including doing business together.
Advisors who’ve never regularly presented on financial topics in their community but who want to reach beyond any past workshop/teaching experience to forge a new brand and position themselves as a Financial Educator.
Advisors who’ve had success and want to get sharper with a full-blown education marketing strategy.
Revolutionize Your Marketing and Supercharge Your Client Acquisition
Introducing the Financial Educator Marketing Coaching Program, a transformative 4-days program designed to elevate your success through powerful educational presentations, supported by six months of coaching and support.
Goal: To motivate, organize, and train you to deliver high-impact financial education presentations to clients and prospects in your region.
Objective: To help you create a mix of live, in-person educational presentations and virtual, webinar presentations with the aim of completing at least 8-12 presentations in the next 12 months so you can significantly grow your base, assets under management, and other business development.
How the Financial Education Masterclass Works
This coaching program will guide you on all aspects of developing your Financial Educator Marketing Plan. You’ll meet with your coaches and fellow advisors every week.
Each 3-hour day is live, and offers interactive instruction, and personalized coaching.
All sessions will be recorded and accessible for up to 90 days after the program ends.
Our program goal is to have you set up to deliver 8-12 educational events in the next 12 months.
Agenda for the Financial Educator Marketing Coaching Program
2 daily 90-min sessions from January 9-12, 2024.
Each 3-hour day is recorded for later viewing, and start at 12 pm EDT/9 am PDT
Tuesday, January 9, 2024
12:00 pm ET- 3:00 pm ET/9:00 am PT – 12:00 pm PT
The Financial Educator Opportunity/Choosing Financial Education Topics That Work
Gain insight into the financial educator opportunity and learn how to effectively choose financial education topics that resonate with your audience. By understanding the market and selecting topics that are in high demand, you can position yourself for success and make a meaningful impact on your clients' lives.
Goal: Familiarize you with the range of financial education topics available to you and that have a strong chance of attracting attendees.
Objective: Select the topics that best match your target market’s needs and your ability to successfully teach them. These will be your key topics that you present over the next 12 months.
Setting New Client Goals/ In-Person and Webinar Events: Getting Your Format Mix Right
Set your new client goals for your financial educator marketing program and decide your ideal format mix for presenting education events, whether it be in-person or through webinars. By getting the format mix right, you can maximize your reach and achieve your desired goals.
Help you see that you need a thoughtful and systematic approach to setting new client goals with your education marketing so you can grow and onboard new clients in a timely, effective way.
Equip you with insights to understand pros and cons of various venues and formats (webinar and in-person).
You’ll have a clear idea of how many new clients you want to add to your business and what mix, if any, you’ll have between in-person events and webinars.
Wednesday, January 10, 2024
12:00 pm ET- 3:00 pm ET/9:00 am PT – 12:00 pm PT
In-Person Event Planning, Marketing, Budgeting, and ROI/Direct Mail Marketing 101
Financial educators must understand the importance of effective in-person event planning, marketing, budgeting, and measuring ROI, as well as the benefits and options available to them when using direct mail marketing in their outreach efforts. Understanding these concepts is critical for you to establish a successful and impactful marketing strategy that helps you achieve your business goals.
Goal: Raise awareness of what you can include in your marketing mix as a financial educator, especially around direct mail.
Objective: You will select your marketing mix and channels and understand your options for using direct mail.
Webinar Planning, Marketing, Budgeting, and ROI/ Digital Marketing and Social Media 101
Understanding how to plan, market, budget, and measure return on investment (ROI) for your webinar events is crucial for you to achieve your goals. Additionally, understanding digital marketing and social media are vital tools for reaching a wider audience. Both are required in order to have a comprehensive financial educator strategy that drives engagement, educates clients, and grows your business.
Gain overview of successful event marketing. Learn how they work. Understand ROI and event marketing.
Introduce you to the range of social media and digital marketing opportunities.
You will make an informed decision about your primary “go-to market” strategy for getting qualified attendees at your event, including ball-parking your budget.
You’ll decide what your digital marketing and social media mix will be in your 2024 Financial Educator Marketing Plan.
Thursday, January 11, 2024
12:00 pm ET- 3:00 pm ET/9:00 am PT – 12:00 pm PT
Delivering Powerful Presentations (Part 1): Openings, Connecting, Big Ideas and Transitions
The process of connecting begins here. During the delivery of your presentation, numerous crucial, subtle impressions and communication are occurring. The key emphasis is on teaching, rather than selling.
Delivering powerful presentations is crucial for Financial Educators to engage and educate their clients effectively. This session will equip you with the knowledge and skills necessary to deliver high-impact presentations, focusing on the major pivot points such as openings, connecting with the audience, presenting big ideas, and making smooth transitions. By the end of the session Part 2, you will be able to identify the key presentation tactics you need to incorporate and practice in order to successfully engage and educate your clients.
Goal:To expose you to the major pivot points during the first half of a Financial Educator presentation: Opening, Introduction, Connection and Handling Questions.
Objective: You will identify for yourself the key presentation tactics you’ll want to incorporate, practice, and deliver in your presentations
Delivering Powerful Presentations (Part 2): Telling Stories, Handling Questions, and Closing
The second part of Delivering Powerful Presentations will cover additional major pivot points during a financial educator presentation, such as telling stories, handling questions, and closing. By the end of this session, you will be able to identify the key presentation tactics that you want to incorporate, practice, and deliver in your presentations, ensuring you can deliver engaging and informative presentations that connect with your clients and drive results.
Goal: To expose you to the major pivot points during the second half of a Financial Educator presentation: Telling Stories, Handling Questions, and Closing.
Objective: You will identify for yourself the key presentation tactics you’ll want to incorporate, practice, and deliver in your presentations.
Friday, January 12, 2024,
12:00 pm ET- 3:00 pm ET/9:00 am PT – 12:00 pm PT
Effective Follow-Up for Winning New Clients/Teaching CPAs and Other COIs
Effective follow-up turns your efforts into profitable new clients, and it is essential for even small businesses to have strong systems and processes in place for follow up. When presenting to CPAs, it's important to understand that these professionals are accustomed to referral pitches and can be difficult to persuade. However, they are eager to learn and earn Continuing Professional Education (CPE) credits, making teaching a technical subject a great way to elevate your status in their eyes and initiate professional referral relationship.
Impress upon you the importance of being laser-focused on your follow up so you and your team can consistently reproduce good results.
Expose you to a variety of tactics and strategies that succeed in teaching CPAs and other strategic allies.
You’ll know what areas of the follow-up and conversion process you’ll need to shore up with new assistance or training.
You will decide whether you want to include teaching CPAs as part of your Financial Educator Marketing plan.
You will be familiar with the CPE process at Horsesmouth.
Finalize and Launch Financial Educator Marketing Plans for 2024
In this session, you will bring together all that you have learned and considered throughout the 4-days Financial Educator Marketing Coaching Program to develop a sustainable plan that will guide you for the next 12 months. By finalizing and launching your plans for 2024, you will develop concrete goals and a plan template that can be tracked and reviewed throughout the year, ensuring you stay on track and achieve your desired outcomes.
Goal: Familiarize you with all the elements of your Financial Educator Marketing Plan
Objective: Complete your plan template so you’ve got written, concrete goals and we have something to track and review throughout the year.
Optional Friday Sessions Marketing/Coaching Clinic
Every Friday at 1pm EDT/10am PDT for eight weeks
Take advantage of our optional Friday sessions, the Marketing/Coaching Clinic at 1pm EDT/10am PDT for eight weeks. These clinics provide additional support and coaching to help you refine your marketing strategies and address any challenges or questions you may have, ensuring you stay on track and achieve success in your financial educator marketing efforts.
Open Marketing Clinic for Six Months
Once you’ve launched your Financial Educator Marketing Plan, you won’t be on your own. We’ll be holding a monthly clinic with program participants who can drop in for updates, share challenges, get new direction, and learn more from your coaching team and fellow Financial Educators.
You’re probably thinking, “This sounds great, but how do advisors who attended a previous workshops feel about the program?” It’s a fair question. So here are some extended comments from participants at our first Financial Educator Marketing Coaching Program.
The Level of Detail Was Huge
“The first thing that drew me in was the notion of financial education. It rang true with me, and I wanted to position myself that way. I just needed the practical advice on how to do it. I had been running seminars and getting people, but it wasn’t translating into business.
“I love the book we got from the workshop. The real-life case studies had a nice variety and lots of real- world value. The level of detail was huge – it wasn’t just big picture. Dot the I’s, cross the T’s, and so on. Talking to Sean, my big takeaway was ‘keep it simple.’ My temptation was to do a bunch of different topics, but on his advice, I kept it to Social Security at first…
“Right now, we’re in our second month of workshops under the new plan. I planned to do three per month, all within 2 weeks, some in my hometown and some in or near my office. I’m exploring different venues and being better at tracking and measuring our results. We’re hoping to refine our strategy…
“There are the small details you need to consider, but overall, we’ve been having a lot of success filling rooms. An invitation mailer we did in March is still seeing returns in April.
“I’m very enthusiastic about this approach. Soon, I’m going to branch out and start presenting to built-in audiences—churches, rotary clubs, other previously existing groups which might have need of my information and services." —Robin L., East Providence, RI
I Learned What’s Successful and What NOT to Do
“In the past, I did seminars, but everything was controlled by the organization I used to work with. Now I'm an RIA and on my own. After going independent, I wasn't expanding my business the way I wanted to.
“Out here in Louisville, I'm hearing advisors on the radio, seeing them on the television, talking about doing dinner workshops. I've been seeing marketing pieces like that—my wife even got one.
“Despite that, I've only ever heard one person talk about doing a Social Security workshop, and I hadn't heard that advertisement in a long time. I thought Social Security workshops might be a good way to expand my business and decided to give them a try.
“Problem is, I had no idea how to set up that sort of marketing. I knew it was something people were doing, but I had no idea how to do it myself. That's what drew me to the Financial Educator Marketing Coaching Program. I would recommend attending one.
“In these workshops, you go in, and everyone is there to do the same thing. And you've got some people that are there that have done it already. I personally gravitated towards the people who had been doing it, and I learned what's successful and what not to do.
“The workshop itself gave us a lot of information. It's a thick book. I call it my "Coffee Table Bible" because I can go back to at any time. The materials are excellent.
“Another good thing about these materials: They give you inspiration on what your forms should look like: Your handouts, fliers, feedback forms, and so on. You'll have ideas, you just must make them yours.
“I've now launched my plan. We've been successful, but there are things I want to see fine-tuned. For example, on our first outing, we invited our workshop attendees to bring a guest. This is a good way to fill seats. The trouble is, the company we were using did not have any mechanism in place to vet the guests, so we didn't necessarily attract the crowd we were looking for. I also want to cap the room at fewer people next time. We've had some big audiences – 35 people – but I want them to be smaller so we can build up more rapport.
“I know this Financial Educator program will help others in the future. It's a good program, and I would do it again in a heartbeat.” —Darrell P., Louisville, Kentucky
There’s No One Perfect Approach—Everyone Needs a System and a Process
“One of the groups that we serve are the schoolteachers in our local county. Two of my aunts were schoolteachers, and I was a technical trainer for 13 years, so I feel a strong connection of being a financial educator-coach. So, when I saw this, I was like, "This really – it's who I am." It really is. I never articulated it this way before, but I want to have skills to become a better financial educator.
“One of the bigger things that these two days really reinforced for me: You have to present enough that you're branding yourself as an expert on a given topic. I'm already out there teaching my clients, but that's not enough. You really have to make sure you're placing it in your client's mind that you are the go-to person in those different areas. From a pragmatic standpoint, it's a marketing gem.
“You guys are systematically taking this and showing us through the workshop process from beginning to end. For anybody that is process-oriented, this workshop is ideal, because it just lays out systematically what you need to do.
“The teaching methods here are excellent. The case studies are huge because it's not just an academic exercise or theoretical. Pragmatically, you're using four or five different advisors to illustrate that there's no right one answer. It's about following your own system. There's no one perfect approach, but everyone needs to have a process and a system. We're learning from other advisors what worked, what didn't work, how our peers are course-correcting. I look at life as sort of like a big science project.
“For me, the number one thing will be using the material to build up the key relationships with our existing clients, but we also understand you have to have a pipeline of new people. As your clients get older, you're going to have natural attrition, and anybody who thinks ‘I'm going to stay in business just by word of mouth’ – well, that's just not going to happen. You have to be either marketing or innovating at all times, and you won't get ahead by just thinking of yourself as the finance guy.
“As a result of being here, I've changed the way I think about what I do. Your beliefs are everything here. 'Financial educator' is a part of my identity. Knowing that is who I am, now I have to take action steps to implement that. I've got to convince the world that that's what I do. It can't just be something you dabble in; it has to be a core component.” —Adam F., Bel Air, Maryland
You Opened My Eyes in Terms of My Options
“I've been in the business now 40 years. I built my business on seminars, but for the last 15 years or so, I've had enough business that I haven't needed to. I wanted to rekindle the light and I had two choices of doing it. Either hunker down and get myself together and come up with a new plan or go to Horsesmouth – have it turnkey done – and just knock everything off in two days. It saved me a lot of time doing it this way.
“The most valuable thing from the workshop was really to cement the concept that you really need to be systemized in everything that you do and you need to have a very well-defined and consistent pattern of action in order to get the most out of the seminars.
“Over the years, candidly, I probably haven't done as much business as I could've, due to my lack of follow-up. In the past, I've done mostly estate planning workshops, but going forward I'm going to do more Social Security.
“I shouldn't say this, but I've had Horsesmouth's Social Security system for two years – and it's just been sitting there, prospecting-wise. I teach clients about Social Security all the time but haven't been putting myself out there. I'm going to start now, while my energy levels are up.
“The Financial Educator workshop gave us a 90-day marketing plan – but I'm holding myself to 15 or 30-day goals. Strike while the iron is hot. I'll be presenting on Social Security next month.
“First thing next week, I'm going to go out and scout some locations. Because I'm ready to hit the ground running on the seminars, and you opened my eyes in terms of my options." —Victor C., Wellington, FL
I Learned New Things—My Expectations Have Been Totally Met
“I came to the Financial Educator Marketing Workshop because I was looking for new ways to promote my business. I’ve given educational presentations in the past when I worked for a bank. Now that I'm independent, the question became "How am I going to meet new people without the bank's brand behind me?"
“Not that this is anything earth-shattering, but in my mind, there are three phases to putting workshops on and getting business out of them. Number one is getting people to come to the presentation. Number two is the presentation itself, and then number three is getting those appointments—not just having appointments but turning those appointments into business. And it's along those exact lines that Sean taught the Financial Educator program. Those three things have all kinds of nuances.
“Before attending the workshop and getting Sean's coaching, I had a different idea of what I was going to do and how I was going to do it. In talking with him in our individual coaching conversations, we changed quite a bit of stuff.
“There's a lot to decide on, even from there. Where to do it? How to do it? I would say the training helped me the most in refining the presentation itself: The introduction, the conclusion, how to handle the response form, how to present the material, book appointments—all that stuff was definitely useful. I've thought through how I ask the audience for their feedback and how I book appointments.
“The workshop was extremely helpful in that I learned of new ways to do things that differ from my background and my original thinking.
“Today, I’m at a point where I'm meeting with people and trying to close business. My business goal coming into this year was add '$3 to $5 million in assets.' That seemed aggressive to me at the time.
“Now that I've attended the Financial Educator Marketing Workshop and I’m going through my first cycle of presentations and follow-up meeting, I’m thinking I can get at least $10 million in assets. I’m more aggressively deciding that this is in my wheelhouse. I’m comfortable with the way the events play out. There are things I still need to learn and evaluate. But I think the education marketing approach fits me well. The Financial Educator training definitely changed the way that I'm looking at the year ahead and even the next several years to come.
“From just three presentations, I've booked about twenty appointments. I've done nine already, and of those nine, about five have assets worth $600,000 and up. I'm thinking I can do five cycles this year. I’m just completing one, but aggressively trying to get four more in. It’s a lot of work, but so far, I have not been disappointed. My expectations have been totally met.”—Mark W., Waukesha, WI
10 Reasons to Attend Our Financial Educator Workshop
Because you're ready to take your business to a new level of success where you have complete control over how many new clients you want to add each year… which you get from teaching people important things they didn’t know about their lives and finances…
Because you want a steady, repeatable process for growing your business that your team can learn and use to support you in making it happen…
Because you want to fashion a new image and new position for yourself as the “go-to financial expert” in your community…
Because you’re tired of meeting people who’ve made terrible, damaging decisions with their personal finances that only make your job and the jobs of anyone else they work with, that much harder...
Because you already teach Retirement Planning Today classes and you’re beginning to think multi-night sessions that add up to six hours of classroom time may be too exhausting and overkill. You’re ready to consider different, more efficient ways of reaching and teaching prospects…
Because you’re looking to add steady annual asset growth to your business in the range of $5 million to $10 million a year. The new assets will boost profitability and help you get a better price when you sell your practice down the road...
Because you’re looking to recharge, revitalize, and reinvent how you do business and being a “Financial Educator” sounds exactly like the right approach…
Because your clients will appreciate your commitment to financial education, attend your events, and even bring friends and family…
Because you’ve seen marketing for the workshops of other advisors, and are wondering how to start this process yourself...
Because if you want to learn something, you can read about it, but if you want to master something, you teach it!
Sean M. Bailey, editor in chief of Horsesmouth, has been giving webinars since 1999. He has interviewed and worked with hundreds of advisors about “what’s working now” in growing their businesses and built all that insight and experience into the Financial Education Webinar Coaching Program.
Chris Holman is Horsesmouth’s executive coach. His career in financial services spans 35 years as a financial advisor, a national director of investments, and an executive coach. He is a member of the International Coach Federation (ICF), specializing in coaching financial advisors, especially through group coaching.
Devin Kropp is Associate Editor of Horsesmouth’s Advisor/Client Marketing program. Devin holds the Facebook Blueprint Certification and has created and managed Facebook ads for financial advisors over the years. Working with advisors through Advisor/Client, she has helped many achieve their marketing goals.
Doug Pierce is an Associate Editor at Horsesmouth, where in addition to editorial, he works on digital media production, from video, to livestreaming and podcasts. He may or may not hold the world record for number of webinars hosted.
Since 1997, Horsesmouth has been helping financial professionals succeed by providing timely guidance on key topics such as business development, practice management, financial planning and investment strategies.
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