Are you offering valuable webinars to your ideal prospects?

Grant Hicks, CIM Webinar checklist for financial advisors during COVID-19 Have you thought about how you are going to communicate going forward during the COVID-19 crisis, as a financial professional? Financial advisors who are proactive are already doing webinars with prospects, or should I say your clients, to get their message out there. What are advisors sharing? While most webinars are with clients, some advisors are having tremendous success in getting audiences of prospects. They are telling prospects that they have a plan for the next 12 months to get their clients and prospects through the crisis with a communication plan and a go-forward plan and investment strategies. Do you have a go-forward plan for your clients and prospects for the next 12 months? In writing? If your competitors prospected your best clients today, what would your clients say? If your competitors called your best clients and asked them to join their webinar or any of our future webinars, how would your clients respond? If you're not delivering webinars, then your competitors will. Financial advisors who are thinking about doing webinars, here is a guide to help you. Your webinar planning checklist “No wise pilot, no matter how great his talent and experience, fails to use his checklist.” Charlie Munger, American businessman, lawyer, investor, and philanthropist ___ Figure out which software you are going to use. Go beyond a conference call in the age of video. Having a video is critical to the success of your webinar. You can use your video conferencing software for a simple webinar with clients, or webinar software for more prospecting process. ____ Video conferencing software such as Zoom, GoToMeeting or Microsoft teams are the most popular among financial advisors ___ Webinar software such as a zoom webinar or goto webinar allows you to have additional prospecting features such as landing page signup, email reminders, and email follow-up as well as branding. ___ Create invitation lists with clients, prospects, and centers of influence and track and follow who attends and who doesn’t attend. ___ Test, test test. Do a practice webinar with your team, coach, or mentor, and practice it over and over. ___ Speaker/Host/Co-Hosts: Decide on where the physical location, make sure you have a solid internet connection and do an internet speed test, a nice background, and good lighting ___ Promoting your webinar ( with compliance approval of course) through blogs, email, website, signature line on email, social media and having clients forward it. ___ Having your strategic partners such as centres of influence promote it ___ Have your professional PowerPoint (with compliance approval of course) prepared with minimal words and lots of graphics, to illustrate your message clearly. Also, have your webinar scripted (written out) so it sounds like you have done it a hundred times. Webinars without a script sound like an amateur show. ___ Make sure you have an HD camera and good sound and microphones for the best quality experience. I use noise-canceling headphones and a hands-free microphone. ___ The results come for the follow-up. Sending out value-added material as well as an invitation to have a follow-up video call with you, or a direct call for feedback, and to do a deeper dive into the material discussed at the webinar. Follow up is where the results come from. ___ Cool webinar ideas always have great follow up. here are 5 sample calls to action. 1. link to your online calendar to chat such as https://my.timetrade.com/book/JMTNJ 2. a video for them to watch https://www.youtube.com/watch?time_continue=4&v=RO2Js-7NONM&feature=emb_logo or click here https://tinyurl.com/y9n2bz8m 3. an offer to engage them such as the Willing Wisdom Index http://tinyurl.com/yxnvxcda 4. a valuable checklist such as your go forward checklist 5. an emotionally compelling offer to engage in a video call, such as a stress test of your portfolio, or a fee audit or beneficiary audit. What are your emotionally compelling offers? Share this checklist with your team on an online call and discuss doing webinars as part of your practice management processes for working remotely. If you add to the list, let me know, I would love to hear from you, as I tried to shorten it up as best I could. Best of luck working remotely! Looking for ideas for webinars? Join me to hear what other advisors are doing to look better than their competition. Learn more click here »