In retirement planning, free seminars to the public are a proven way to attract prospects and convert them to clients. But for financial planning seminars to be successful, you must first determine what topics will interest your ideal client. In other words, the flashiest direct mailers won’t get people in seats if the topic doesn’t resonate with them. Consider partnering with subject matter experts on topics of importance to people approaching retirement in a “Retirement Transitions Series.” By offering free, educational financial planning seminars, you position yourself as a helpful resource in your community. You’ll be seen as the retirement expert, overseeing all aspects of retirement financial planning. Your clients may think they know what’s best for their retirement, but you know you can help them make smarter decisions and avoid costly mistakes by optimizing their Social Security benefits or comparing alternate tax distribution strategies. Here are six topics routinely used by Covisum subscribers to attract prospects to free financial planning seminars.
In retirement planning, free seminars to the public are a proven way to attract prospects and convert them to clients.
But for financial planning seminars to be successful, you must first determine what topics will interest your ideal client. In other words, the flashiest direct mailers won’t get people in seats if the topic doesn’t resonate with them. Consider partnering with subject matter experts on topics of importance to people approaching retirement in a “Retirement Transitions Series.” By offering free, educational financial planning seminars, you position yourself as a helpful resource in your community. You’ll be seen as the retirement expert, overseeing all aspects of retirement financial planning.
Your clients may think they know what’s best for their retirement, but you know you can help them make smarter decisions and avoid costly mistakes by optimizing their Social Security benefits or comparing alternate tax distribution strategies.
Here are six topics routinely used by Covisum subscribers to attract prospects to free financial planning seminars.
1. Social Security Strategies
Because age 62 is the earliest workers can start taking Social Security, people approaching this age generally have a lot of questions, starting with, “should I take it early or wait?” The majority of people begin collecting earlier than their Full Retirement Age — a decision that often means they’re losing out on thousands of dollars. One of the biggest opportunities in the marketplace is for advice on Social Security. Imagine being the person to help them realize they could have lost thousands of dollars. When you present on this topic at your financial planning seminar, prospects will want to sit with you and discuss their strategies.
2. Tax-Efficient Retirement
People headed into retirement need to know that taxes are different in retirement. Even with the recent Tax Cuts and Jobs Act, middle income retirees can face federal tax rates as high as 49.25% on each additional withdrawal from a retirement account. When you present the facts on how taxes really work, you show clients your value, and they’ll sign up for a consultation.
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3. Portfolio Risk Analysis
Clients are often blind to market risk and typically don’t have accurate downside expectations — either too conservative or too reckless, leading to sub-optimal investment allocations. Advisor-client discussions are changing, and as the market moves closer and closer to the longest bull market in history, many clients are also asking questions about what will happen to their investment portfolios in the next market crash. Advisors who can analyze portfolio risk and help clients avoid costly behavioral mistakes will be positioned to add business to their practice. After presenting on this topic at your financial planning seminar, clients will want you to help them be positioned properly for the next down market.
4. Long-Term Planning
Pre-retirees fret about running out of money in retirement and losing their independence, but the sad reality is that one of the greatest risks they face in retirement is outliving their money. And a single unexpected extended-care event is all it takes to derail their financial plan. Offer an educational financial planning seminar that shows how the proper retirement planning steps can mitigate these risks, and you’ll start building trust with clients looking for guidance at this stage in life.
5. Estate Planning
While attorneys draft the documents that make up estate plans — everything from wills and trusts to asset titling and powers of attorney — your role as a financial advisor is to ensure that estate plans succeed. Partner with an attorney to present on the importance of these documents in retirement planning. By offering an educational seminar on the topic of estate planning, you’re positioning yourself as a retirement resource, able to answer some of the most basic questions that pre-retirees have early in their journey.
Anyone approaching their 65th birthday will have questions about enrolling in Medicare, as well as whether to get a Medicare Supplement plan or Medicare Advantage (Medicare Part C) plan. Find a local partner to present the basics of Medicare, such as what is covered by Original Medicare and what is not covered, what late enrollment penalties to avoid and other important dates to know. Longer lifespans and rising prescription costs are among many reasons why health care is an increasingly important part of retirement planning. Answer your future clients’ questions at the beginning of their retirement journey with the help of a Medicare expert, and you’re showing them that you understand one of their greatest worries.
As you see, these financial planning seminar topics are broad, allowing you to reach a range of people at different points on their way to retirement. For example, maybe somebody already enrolled in Medicare but hasn’t yet claimed Social Security and has been wondering what to do.
Once you have your topics and speakers nailed down, you’ll need to create attractive marketing material, like a direct mailer or emails that are part of a digital marketing campaign. You’ll also need to craft captivating seminar presentation materials.
While you can create your own direct mail pieces and PowerPoint decks from scratch, many advisors find great value in the proven PowerPoint seminar deck that is provided free with a paid subscription to Covisum software. Each subscription to Social Security Timing, Tax Clarity, and SmartRisk, comes with its own seminar presentation targeted at prospective clients and relevant to the report outputs you get from the software. The presentation is fully customizable, so you can add your own cases and disclosures. Additionally, we provide an example of a successful direct mail piece promoting a seminar series similar to what we’ve outlined above with your paid subscription to any Covisum software.
This valuable content helps you connect with prospective clients, show your value and market your services in today’s competitive environment. The software, training and support help you deliver holistic retirement plans for better results for your clients.
You can subscribe to one or all three — Social Security Timing®, Tax Clarity™ and SmartRisk™.
Get your free, no-obligation trial today and gain access to the retirement transitions series’ direct mailer and presentation when you purchase a full subscription.
Need help getting started with seminars? Check out “Seven steps for seminar success” and use our free downloadable first meeting checklist to follow up with the new prospects you gain from conducting your seminar series.
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Retirement Planning Seminars
Retirement planning seminars are a proven way to attract prospects and convert them into clients. These seminars aim to educate individuals on various aspects of retirement planning and position the presenter as a helpful resource in the community. By offering free educational financial planning seminars, financial advisors can establish themselves as retirement experts and gain the trust of potential clients.
Determining Topics for Retirement Planning Seminars
To make financial planning seminars successful, it is important to determine topics that will interest the target audience. Flashy direct mailers alone may not attract attendees if the topic doesn't resonate with them. It is recommended to partner with subject matter experts on topics of importance to people approaching retirement. This can be done through a "Retirement Transitions Series" that covers various relevant subjects.
Topics for Retirement Planning Seminars
The article mentions six topics that are routinely used by Covisum subscribers to attract prospects to free financial planning seminars:
Social Security Strategies: Many individuals approaching retirement have questions about when to start taking Social Security benefits. Presenting on this topic can help individuals understand the potential financial impact of their decisions and attract prospects who want to discuss their strategies.
Tax-Efficient Retirement: Taxes can be different in retirement, and it is important for individuals to understand how they work. Presenting the facts on tax efficiency in retirement can demonstrate the value of a financial advisor and encourage individuals to sign up for a consultation.
Portfolio Risk Analysis: Clients often have limited understanding of market risk and may have sub-optimal investment allocations. Presenting on portfolio risk analysis can help clients understand the potential impact of market crashes and position advisors as valuable resources for avoiding costly mistakes.
Long-Term Planning: Pre-retirees often worry about running out of money in retirement and the risk of unexpected extended-care events. Offering educational seminars on long-term planning can help mitigate these risks and build trust with clients seeking guidance in this stage of life.
Estate Planning: While attorneys draft estate planning documents, financial advisors play a role in ensuring the success of estate plans. Partnering with an attorney to present on the importance of estate planning in retirement can position advisors as retirement resources and answer basic questions that pre-retirees have early in their journey.
Medicare: Individuals approaching their 65th birthday often have questions about enrolling in Medicare and choosing the right plan. Partnering with a Medicare expert to present the basics of Medicare can address these concerns and show clients that their healthcare needs are understood.
Marketing and Presentation Materials
Once the topics and speakers for the seminars are determined, financial advisors need to create attractive marketing materials, such as direct mailers or emails for digital marketing campaigns. Additionally, captivating seminar presentation materials are essential. While advisors can create their own materials from scratch, some find value in using proven PowerPoint seminar decks provided by platforms like Covisum. These decks can be customized and tailored to the advisor's specific cases and disclosures.
Retirement planning seminars can be an effective way to attract prospects and convert them into clients. By offering free educational seminars on topics of interest to individuals approaching retirement, financial advisors can position themselves as retirement experts and build trust with potential clients. Topics such as Social Security strategies, tax-efficient retirement, portfolio risk analysis, long-term planning, estate planning, and Medicare are commonly used to attract attendees to these seminars.
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