Brand Yourself as the Expert: How to Present a Successful Special Needs Seminar Academy of Special Needs Planners Presented by Vincent J. Russo, Co-Founder.
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Brand Yourself as the Expert: Brand Yourself as the Expert: How to Present a Successful How to Present a Successful
Special Needs SeminarSpecial Needs Seminar
Academy of Special Needs PlannersAcademy of Special Needs PlannersPresented by Presented by
Vincent J. Russo, Co-FounderVincent J. Russo, Co-Founder
Copyright © 2008 All Rights Reserved by Vincent J. Russo and The Academy of Special Needs Planners. This document may not be reproduced without the expressed consent of the Academy of Special Needs Planners.
How Do Prospective Clients How Do Prospective Clients Know about YouKnow about You
You know the lawYou know the law You have the experienceYou have the experience You careYou care You are the bestYou are the best But no one knows about meBut no one knows about me
Being Successful: BrandingBeing Successful: Branding
Branding of Law Firm in the CommunityBranding of Law Firm in the Community– FamiliesFamilies– Special Needs OrganizationsSpecial Needs Organizations– Professional CommunityProfessional Community
Steps towards BrandingSteps towards Branding– Seminars Seminars – Articles, Newsletters / E-Blasts, Website Articles, Newsletters / E-Blasts, Website – Involvement in Academy of Special Needs Involvement in Academy of Special Needs
PlannersPlanners
Building Your Practice Building Your Practice on Seminarson Seminars
Prospective Clients get to know you at a Prospective Clients get to know you at a personal levelpersonal level
Prospective Clients get you know about Prospective Clients get you know about your servicesyour services
Opportunity to be known as the special Opportunity to be known as the special needs attorney in your communityneeds attorney in your community
What Do You Want Out What Do You Want Out of the Seminarof the Seminar
Community AwarenessCommunity Awareness Networking Networking New ClientsNew Clients
Planning for a Loved One Planning for a Loved One with Special Needswith Special Needs
Three Part ProgramThree Part Program Understanding Public BenefitsUnderstanding Public Benefits Making Decisions about the FutureMaking Decisions about the Future Creating an Effective Plan for a Child with Creating an Effective Plan for a Child with
Special NeedsSpecial Needs
Thirty Minute PresentationThirty Minute Presentation
Whose Seminar is It? Whose Seminar is It? Are You the Host Are You the Host
What are your objectives What are your objectives Determine the location of your eventDetermine the location of your event The length of timeThe length of time Have a BudgetHave a Budget Who will staff the eventWho will staff the event Who will handle the registrationWho will handle the registration
Whose Seminar is It?Whose Seminar is It? Are You an Invited Guest Are You an Invited Guest
How do you get invitedHow do you get invited Prepare in advancePrepare in advance Ask the host Ask the host
Who is attending and how manyWho is attending and how many What are their concernsWhat are their concerns What are the arrangementsWhat are the arrangements Are there any conditionsAre there any conditions
Seminars: ContentSeminars: Content
Deciding on the subject matterDeciding on the subject matter Being relevant to the attendeesBeing relevant to the attendees Know your audienceKnow your audience
Attracting AttendeesAttracting Attendees
Do not be shy – promote yourself and your Do not be shy – promote yourself and your programprogram
Promote yourself to existing clientsPromote yourself to existing clients Promote your program to the communityPromote your program to the community
Ask to be invited – send a letterAsk to be invited – send a letter
Attracting Attendees Attracting Attendees
Promote your program to existing clientsPromote your program to existing clients Promote your program to referral sourcesPromote your program to referral sources
Talk it up Talk it up NewsletterNewsletter EblastEblast WebsiteWebsite Phone CampaignPhone Campaign
Seminars: MaterialsSeminars: Materials
Special Needs Planning PamphletSpecial Needs Planning Pamphlet 9 Costly Mistakes9 Costly Mistakes Law Firm BrochureLaw Firm Brochure
Do not overwhelm with materialsDo not overwhelm with materials
Seminars: MaterialsSeminars: Materials
Will you provide the presentation slides to Will you provide the presentation slides to your attendeesyour attendees
Evaluation FormEvaluation Form Action orientedAction oriented Get Email Address Get Email Address
How to Attract Attendees: Promote How to Attract Attendees: Promote
Promote your program to prospective Promote your program to prospective clientsclients Talk it up Talk it up AdvertisementsAdvertisements Radio / TVRadio / TV WebsiteWebsite
How to Attract Attendees: Promote How to Attract Attendees: Promote
Do not assume that the host will promote Do not assume that the host will promote your programyour program
Ask them what steps they will be taking to Ask them what steps they will be taking to promote your programpromote your program
Ask them what you can do to promote Ask them what you can do to promote your programyour program
Use third party endorsement in your Use third party endorsement in your marketing campaignmarketing campaign
Seminars: Seminars: Where to Hold Your Seminar Where to Hold Your Seminar
Your officeYour office Popular Restaurants and HotelsPopular Restaurants and Hotels Host locationHost location Target your audience within a geographic Target your audience within a geographic
locationlocation
Seminars: Seminars: Pre- Seminar Steps Pre- Seminar Steps
Have an Action PlanHave an Action Plan Do not sit and do nothing but expect Do not sit and do nothing but expect
people to attendpeople to attend Confirmation Mailing with directionsConfirmation Mailing with directions Confirm attendees by phone prior to the Confirm attendees by phone prior to the
eventevent
Presentation: Your OpenPresentation: Your Open
Introduce yourself – be personableIntroduce yourself – be personable Get to know your attendeesGet to know your attendees Let your attendees get to know youLet your attendees get to know you Outline how the program will workOutline how the program will work
Let them know when you will take questionsLet them know when you will take questions
Most important part of your presentationMost important part of your presentation
Presentation: Your MiddlePresentation: Your Middle
Be ClearBe Clear Do not over teachDo not over teach Tell storiesTell stories Stay relevantStay relevant Be BriefBe Brief
Speaking Tips: The DOsSpeaking Tips: The DOs
Be yourselfBe yourself Be friendlyBe friendly Tell StoriesTell Stories Listen to the attendees questionsListen to the attendees questions Answer attendees questionsAnswer attendees questions
Speaking Tips: DO NOTsSpeaking Tips: DO NOTs
Do not talk legal easeDo not talk legal ease Do not teach the law – detailsDo not teach the law – details Do not make up answers to questions that Do not make up answers to questions that
you do not know the answer to you do not know the answer to Do not sellDo not sell
Presentation: Your ClosePresentation: Your Close
Let them know how you can help themLet them know how you can help them Let them know how you chargeLet them know how you charge Let them know how they can get startedLet them know how they can get started
Presentation: After Your ClosePresentation: After Your Close
Be prepared to make appointments Be prepared to make appointments Get names and phone numbersGet names and phone numbers Get a list of attendeesGet a list of attendees Make sure you are properly staffedMake sure you are properly staffed
Presentation: After Your ClosePresentation: After Your Close
Do not let one questioner monopolize your Do not let one questioner monopolize your time to meet prospective clientstime to meet prospective clients
Do not simply hand out business cardsDo not simply hand out business cards
Seminar Tool KitSeminar Tool Kit
Slide PresentationSlide Presentation MaterialsMaterials How to download the presentationHow to download the presentation How to access and print materialsHow to access and print materials
““Doing Well by Doing Good”Doing Well by Doing Good”
Creating a niche in the communityCreating a niche in the community ““Supercharging” the benefit to familiesSupercharging” the benefit to families Feeling good about the practice of lawFeeling good about the practice of law Making your practice financially rewardingMaking your practice financially rewarding Giving back to the community Giving back to the community
Brand Yourself as the Expert: Brand Yourself as the Expert: How to Present a Successful How to Present a Successful
Special Needs SeminarSpecial Needs Seminar
Academy of Special Needs PlannersAcademy of Special Needs PlannersPresented by Presented by
Vincent J. Russo, Co-FounderVincent J. Russo, Co-Founder
Copyright © 2008 All Rights Reserved by Vincent J. Russo and The Academy of Special Needs Planners. This document may not be reproduced without the expressed consent of the Academy of Special Needs Planners.
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