The word is out. My first personal experience with the ACA Healthcare website ended in failure. I even tried to call the toll free number. I stayed on hold for twelve minutes and then it dropped the call. I guess I’ll just have to wait to save all that money I’m promised.
seminarsforless.com - Get the word out!
The good news, if you want to call it that, is that roughly 1.6 million Americans have enrolled in ObamaCare so far. The not-so-good news is that 1.46 million of them actually signed up for Medicaid. If that trend continues, it could bankrupt both federal and state governments. See the rest of the story here.
This is a step closer to a single payer system, which many believe is the actual goal of the current administration.
Seminarsforless.com for effective seminars.
Robert Shiller has been out there talking about a stock-market bubble again. In a couple of interviews this weekend, he expressed concerns about a market that keeps going up.
Shiller has some clout among investors because he called a bubble in the U.S. housing market via his book “Irrational Exhuberance” just as everyone thought prices had nowhere to go but up.
Last week, Shiller said he was concerned about a rise in his cyclically adjusted price-to-earnings ratio. (Read the Wall Street Journal article). He said his CAPE ratio could be pointing to a bubble, but “it will take a little time to tell.” He also said the stock market could go up “even more,” but maybe investors should reduce holdings some.
On Sunday, in an interview with Der Spiegel Sunday magazine, the Nobel-prize-winning economist said he was not raising the alarm, but stock indices in many countries are at a high and “prices have risen sharply in some property markets.” This, he said, “could end badly.”
As for Wall Street stocks, Shiller seemed more nervous, at least in this interview:
“The boom in the U.S. stock market makes me most worried. Also, because our economy is still weak and vulnerable.”
He said he’s putting money in stocks, but in places he considers still undervalued, such as energy and health sectors. Values are looking toppy are financial and tech sectors and some global stock indices, he said.
The world is still “very vulnerable to a bubble,” he added.
Drawing far less attention than Der Spiegel was a second interview this weekend, this time with Barron’s that also included Jeffrey Gundlach, CEO of DoubleLine Capital. The two recently launched the DoubleLine Shiller Enhanced CAPE fundDSEEX , which will be managed by Gundlach.
Asked about whether markets are near a bubble, Shiller said he’s “starting to get more worried about the market as it keeps going up,” and that when his CAPE ratio gets as high as 28 (it’s around 25 now), stocks will start to look unattractive. He said the upswing in the U.S. market has dented confidence about market valuations, but he’s also not seeing “bubble-like” mentality among investors.
Shiller also repeated some worries about rising property prices in some places, noting a climb in Las Vegas. “But I don’t know where it is going, and we are seeing housing booms in a lot of other countries as well,” he said. Gundlach pitched in that Norway has seen a 77% rise in its housing index from year-end 2004, an all-time high.
Gundlach said that the absolute levels of U.S. housing activity have risen from the deficit of 2008 and 2009, but to levels that used to be “characteristic of the depths of recession.”
He also said that a panic into Treasurys could take out last year’s low yield of 1.4%, possibly triggered by a recession or geopolitical problem.
What does a bubble need? Shiller was heard saying at a conference earlier in November that social-psychological changes and a “well-armed media” are what drives a switch to bubble worries.
Seminars have been the life blood of many producers for the last fifteen years and maybe even longer. I speak to agents every week who have been living on the results of seminars and still get good enough results that they stick with them.
Ron has been a top producer for many years. He orders seminars from our firm very regularly. He goes to the same restaurants and has been for years. I have talked to other producers who have thrown in the towel. What’s the difference between Ron and the quitters. Persistence.
The determination that if something is not exactly right, you fix it. You don’t throw it away. Have you given seminars the evaluation they deserve. Is it possible that the marketing is not the problem.
Maybe it’s the practice that needs a refresher course.
People still go to seminars. People with money. Baby boomers are a new breed. They need to be handled differently. There are other producers who have started to go after their client base with client events.
They will work, but not without marketing support. That supply will eventually start to run dry.
Then what? What got the clients? Seminars.
Dance with the girl you brought to the party. She’s still a knockout.
Drip, Drip, Drip
My wife insists that when you use an iron skillet to cook in, the flavor of the food continues to improve. She calls it seasoning. The pores of the pan will absorb food flavor and release that flavor when reused. The problem with most seminar marketing programs is a lack of seasoned consistency.
Proficiency requires consistency. How can anyone become an expert in any field if they aren’t consistent in the effort. If you mail once for seminars with the attitude that you are going to “try it”, it’s likely to fall short of expectations.
Presenting seminars on a monthly or semi-monthly basis helps the presenter hone his skills. Once is not enough to get a fair assessment of the effectiveness of seminars. Callers often inquire about doing one seminar. Then, when warned, insist on doing it anyway, or they will go to a competitor to be told to go ahead, “try one”. The vendors who encourage that are after a buck, not the best interests of the client.
Consistently present, you get better with age.
Arrive Early; Finish On Time
Arrive early for seminars. This should be a given, but many presenters of seminars are guilty of arriving just in time. Arriving late (just in time) sends a clear message – “YOU ARE NOT IMPORTANT!”
We had a granite slab installed in the laundry room for Carol to fold clothes conveniently.
The installer was late for the first appointment. When he arrived at our home, he apologized profusely and went about his measurements, but he already gave us a heads-up. I was uncomfortable. He lied, as far as I was concerned.
So, if he lies about an appointment, what will he do with the granite?
When you advertise that an event will take place at a certain time, then start on time. Also, don’t overstay your welcome.
A presentation should never take over an hour. Your audience has a limited attention span. Over time creates irritation. It also sends the same message – “YOUR FEELINGS DON’T MATTER. MY MESSAGE IS MORE IMPORTANT THAN YOU ARE.”
Be early and finish on time. Your reputation is at stake.
Know The Material
Scott was in a high school play called Oklahoma. He was standing almost nose to nose with a very pretty girl singing to her. It wouldn’t have been unusual except for the fact that Scott is my son and he was only sixteen years old. He seemed so in love with her. She melted in his arms. Everything seemed so real, but it was just a play. Think of the last time you went to a play or watched a movie. Wasn’t it amazing how natural all of the actors seemed. Every move.
Every word seemed like that’s what they do in their living room. That’s scripting. The very best presenters of seminars are completely natural but not too casual. They don’t seem nervous or disorganized. They are enthusiastic but not overdone. They are comfortable on stage in front of the audience. The people who are attending seminars have generously given us permission to present our practices.
We must be prepared
Knowing the material like we know our own birthday is necessary. I believe we should actually outline, write out and memorize seminars. Memorizing the seminars allows us to think clearly. It is a proven fact that we cannot think two thoughts at one time. If we are thinking of what to say, we can’t mentally handle the other aspects of presenting our seminars. Our audience should feel comfortable. If we are not comfortable, they won’t be comfortable.
The use of slides can be a very helpful tool to trigger our memories. Turning to look at the slide keeps their attention and keeps us on track. As we present, being enthusiastic helps energize the audience. Nobody likes a dull presentation. Our material can be boring if we are not careful. Our presentations should be energetic so that they will be energized to action. energize our prospects.
Powerpoint Or No Powerpoint For Seminars
The powerpoint presentation for seminars using slides is the method preferred by most presenters of financial seminars. The visual reference of each subtopic helps the audience to stay focused. It also helps the presenter stay on the outline. Since regulators are insisting that the content of seminars be compliant, we must be careful not to wander off course and “chase rabbits” during our presentations.
A slide presentation helps to keep us closer to the subject matter. It’s easier to learn the narrative for each slide than to try to remember the narrative without reminders. The slides act as cue cards for the presenter. Images on the slides can help to tell your story. A picture is still worth a thousand words and helps to expand the theme of your seminars. Let’s say you want to tell your audience that your planning could help them to use their retirement money to enjoy life better. It certainly can be illustrated by slides with pictures of cruise ships, beaches, or mountain retreats. If you are talking about legislative decisions that affect them a picture of a capitol building would visually enhance that point. Pictures of restaurants and delicious looking plates of food could display an opportunity to be able to eat out more. A picture of children can show how they can spend more time with the grandchildren.
If you are discussing statistics, it’s easier to point out those numbers with a slide rather than a handout. Keeping the audiences attention is also aided by colorful and interesting slides. Preparing your presentation should consider flow and relevance. I recommend an outline to start with, then a storyboard of slides to follow the outline. A storyboard is simply a series of boxes hand-drawn to help prepare the slides for your seminars. I generally have about 40 slides for a 45 to 60 minute presentation. About one and a half minutes per slide on average will hold their attention if the presentation is interesting and informative.
The case can also be made for seminars without slides. I personally presented over 700 times without slides. My talks did not include a lot of data., so it was necessary to be more entertaining in my approach with some humor added to illustrate my points.
Who’s The Target Audience?
The last article began by stating that you should begin with the end in mind. In preparing your presentation, it’s best to take time to assess your target audience. What types of clients would you like to advise? I recommend that you evaluate your current practice. If you wish to continue with the model you currently have, then simply identify the attributes of your current clients.
If you wish to modify your practice to cater to a different clientele, decide what that client would look like.
How old is your typical client?
Are they retired? Are they preparing for retirement? Do they have a specific asset value? Are they single, married, or widowed? Male or female? Are they Baby Boomers; a little older or younger? Are they still working?
Are you an advisor or are you transactional? A transactional producer simply offers the product with it’s features and benefits and allows the prospect to elect his/her choice
Take it or leave it. The adviser, on the other hand, takes data and prepares a plan. They are different and your presentation will need to be adjusted to accommodate each style.
Once you have taken a real hard look at the practice and the demographics, it’s time to prepare the talk.
The last time I went fishing, I was sure to prepare properly to catch fish. My tackle box was stocked with hooks, lures, extra line, and all the requisite tools. I was going to fish the beach of Palm Coast, so my bait would be shrimp. On the way to the beach, I stopped at the local bait shop to buy a pound of dead shrimp.
That day, I caught fish and had a good time. What would it have been like if I had not prepared properly to catch fish. I probably would have gone home disappointed. Preparation is the main ingredient of a great presentation. If we take a lazy approach to this element, everything gets worse from there.
The first element to preparation is to begin with the end in mind. What are the ultimate goals of the seminars? The ultimate goal of my seminars is to get the appointment. Everything I do at those seminars are designed to get the appointments.
So, my content, delivery, voice, appearance and all other elements should be prepared so that the goal is met. Keep in mind that any single appointment could be one that make the seminars a success.
What is the purpose of your seminars? Do you want to educate them? Will that lead to another meeting? It could if prepared properly. Do you just want to bring out the issues faced by your audience? Could that compel them to act? Do you want to present a concept? Again, does that meet your goal? Define the goal and prepare your presentation to meet that goal.