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2017 MDRT Annual Meeting e-Handout Material Title: Seminars: Your Entryway to Court and Top of the
Table Speaker: James William Johnson Presentation Date: Wednesday, June 7, 2017 Presentation Time: 10:00 - 11:00 a.m. Session Room: CC - S310 The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal matters and is not liable for errors and omissions. You are urged to check with tax and legal professionals in your state, province or country. MDRT also suggests you consult local insurance and security regulations and your company’s compliance department pertaining to the use of any new sales materials with your clients. The information contained in this handout is unedited; errors, omissions and misspellings may exist. Content may be altered during the delivery of this presentation.
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James William JohnsonSeminars: Your Entryway to Court and
Top of the Table
Who has a
How do I get started doing seminars?
• First you have determine who your market is
• Then what do you want to accomplish
• Every meeting is a seminar from one on one to groups of a hundred
• Mobile home parks
• Centers of influence
• Groups and organization
• Family meetings
• Dinner Seminars
• The list goes on and on
• Fake it until you make it
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How Much will it cost me?
• This a very varied answer - $0.00 by asking every person you meet questions
• Mobile home parks $50 - $100 for flyers $50 for lunch and $150 for a raffle $200 - $300 total
• Dinner seminars $6000 - $10000 each $5000 - $8000 for the mailing through a mailing house and the balance in meals tips etc. maybe $50 for handouts
• Anybody have a dollar
Measure it – if you can’t don’t do it
• Measure everything
• Cost (all and break them down)
• Said they are gong attend
• Attended
• Set appointment
• No showed
• Didn’t set an appointment
• Number of buying units
• How much revenue was generated – you have to track this for years
• Did you get referrals and how many did they do business
• If you don’t measure it you will never know if it worked
• You must have several events to measure against or don’t bother
How do I Promote a seminar
• We use mailing houses – direct mail
• Radio show
• Other center of influence
• Public encounters
• Social meeting
• Referrals
• Etc
• What can you afford?
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What equipment will you need
• You should have
• Projector
• Screen
• Wireless remote
• Sound system with wireless microphone
• Laptop
• PowerPoint
• Back up batteries
• Check list
• Extension cords and power strips
• Sometime portable dry erase board with pens
• Names badges for you and the attendees
Should you feed them ?
• This the age old question as always it depends
• This depends on what you promoted
• Dinner seminars yes don’t skimp
• Water and coffee are fine sometimes
What are you deliverables?
• A comment and appointment request sheet is a must
• Maybe something on your company or you. DO NOT hand out product information, you are not selling a product you selling you THE NO COST NO OBLIGATION LEAVE YOUR CHECK BOOK AT HOME APPOINTMENT!
• Action sheet (something to write on) and a pen
• I have a test I have set up for prior to starting so they can test their knowledge and compare to what they have learned throughout the seminar.
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How do you get people to your seminar?
• First you have to invite them but that is the easy part.
• You want them to RSVP
• Then you must call them less then 48 hours before to confirm
• 40% will show – don’t be disappointed with no shows they are part of doing seminars
• Focus on the one that show you will drip the rest later.
What types of seminars can you do ?
• There is not a lot of limits here
• What are comfortable educating people about?
• Social Security, retirement, Annuities, Alternative investments, Taxes, Max funded life Insurance, LTC, or a mixture of them all
• Fake it until you make it! You know more then you think you know and much, much, more then them
Should I allow questions?
• I suggest you try to keep them to a minimum while giving the presentation
• If they do ask a question- repeat it and the answer quickly and precisely, you don’t want to get off subject while presenting or you may never get back.
• Try “I’m going to answer most of your questions through what I’m going to teach you today and at the end if I haven’t I promise I will and if I don’t we can cover that more in-depth at your no cost, no obligations, leave you checkbook at home appointment”
• I’m here to give a you 100,000 foot view of things we will discuss how they apply to you when we meet.
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How do you transition from seminar to getting an actual
appointment?
• This starts on your first confirmation call be professional courtesy and friendly start building a relationship
• Ask throughout the seminar
• Finish with no cost, no obligations, leave your checkbook at home
• Continue to follow up by all forms of marketing until they tell you to go away.
YOUR SAFE MONEY PEOPLE
Disclaimer
This presentation is meant for informational purposes only and does not constitute an offer to sell any security product and it is not to be misconstrued as a solicitation of any offer.
No reliance may be placed for any purpose on the information contained in this presentation or its accuracy or completeness.
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James Johnson President and founder of All Mark Your Safe Money People,was a Master Elite Advisor for Ed Slott (America’s IRA Expert) for the last 9 years, Top Live Abundant TEAM Member, and proud member of The Million Dollar Round Table.
He specializes in tax minimization and elimination, legacy and multi-generational planning, and advanced IRA and retirement income strategies.
James makes sure his clients understand the potential “goods” AND the potential “bads” of any financial strategy, idea, or product. In the 12 years that he’s been a safe money specialist, not one of his clients has ever lost a dime.
Which would you want? Your favorite Golfers swing or his
clubs?
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Most Important question of the day
• What is line 43 on your tax return?
2015 Federal Tax Rates
Married Filing Jointly
• 10% 0 - $18,450
• 15% $18,450 - $74,900
• 25% $74,900 - $151,200
• 28% $151,200 - $230,450
• 33% $230,450 - $411,500
• 35% $411,500 - $464,850
• 39.6% $464,850
• 3.8% Surcharge
• 42.4% Total
Filing Single
• 10% 0 - $9225
• 15% $9,225 - $37,450
• 25% $37,450 - $90,750
• 28% $90,750 - $189,300
• 33% $189,300 - $411,500
• 35% $411,500 - $413,200
• 39.6% $413,200
• 3.8% Surcharge
• 42.4% Total
What is the highest top marginal tax bracket in the last 103 years?