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Have you ever imagined how wonderful your life would be if you had a variety of organizations
CONTACTING YOU to make a presentation at their next event?
A Financial Planner (producer) in the Chicago area - who is a subscriber to our Platinum Plus
Service - is making that dream his reality.
THE PROOF IS IN THE PUDDING (YOUR BOTTOM LINE):
This story will show you what can be achieved by a producer who is willing to WORK at this
unique, proven model, and HOW the Platinum Plus Service can actually help them:
- eliminate or substantially reduce expenses to conduct workshops/seminars
- place the producer in front of quality, responsive, prospects
- identify and bring in prospects who will BUY his products, to earn EXCELLENT COMMISSIONS
According to this successful producer, when you subscribe to the Platinum Plus Service, YOU:
- don't have to make cold calls
- don't have to feed prospects
- don't have to rent a large, expensive facility
- can get people to CALL YOU to conduct workshops/seminars
- can have others CO-PROMOTE your workshop/seminar at little or no cost to you
- can have REPEAT workshops/seminars pre-scheduled and waiting for YOU
HOW HE STARTED:
This producer developed an easy to implement new business model starting out by putting together
about a dozen workbooks (or packets) about himself consisting of:
- a quality folder or binder cover
- a cover letter describing how he will EDUCATE savings bond owners
- a personal biography
- a few sample slides from the Platinum Plus Service PowerPoint presentation
- full color samples of a two-page Savings Bond Performance Report©
- copies of testimonials or media coverage he has already received
Next, using his local telephone directory, he creates a list of the senior citizen groups, local
park districts, retirement or age restricted communities and public libraries, (he might also call
AARP chapters, VFW halls, American Legion Associations, and the like), that are within a 30-40
minute drive from his office. He systematically CALLS each organization and asks to speak to the
program director (a.k.a. the "gate-keeper"). He requests an events calendar to be mailed to him.
He also attempts to set an appointment to meet with the director - IN PERSON - to hand deliver
and explain the contents of the workbook.
HE OVERCAME SOME OBSTACLES:
Aware that many of the "gate-keepers" that he VISITS may be skeptical of his purpose, he explains
that he is a Savings Bond specialist and that he conducts complimentary, educational
workshops/seminars, or one-on-one consultations, and he will also prepare a customized Savings
Bond Performance Report© for any person who requests one.
He further explains that he can neither buy nor sell savings bonds. He also emphasizes that he
will not attempt to sell any financial products or services at any workshop/seminar. He states
that there is no cost or obligation to attend his presentation. He even offers to provide sample
slides, or the entire PowerPoint Presentation, for the director's review. He agrees to do
whatever it takes to overcome any and all objections - if, and when, they arise.
PROMOTING THE EVENT:
Once a workshop/seminar date has been set - usually two sessions per day, one in the morning, one
in the afternoon - the amount of advertising is determined based on how much promotion the
organization will provide on their own. Will they advertise the event in the newspaper? Do they
promote events in their newsletters? - or via e-mail? Do they mail the workshop/seminar
announcement to other organizations or communities in the area? Do they pass out fliers or put
up posters? Depending on the amount of advertising that each organization agrees to supply, the
producer will determine if, and how many, mailers he will need to send out.
In many cases, the entire promotion for the event is provided by the organization(s) themselves.
(This is HUGE - when a potential attendee sees that his/her organization is promoting the event,
they are much more likely to attend.) This producer consistently sees 20-30 highly qualified
attendees at each event. Very often he does not spend anything on lists, printing or mailings.
He does not provide any meals or dinners. Sometimes he provides beverages suitable to the season
- i. e. bottled water, soft drinks, tea and coffee.
CONDUCTING THE WORKSHOP/SEMINAR:
Using the How-To-Succeed guide, the hand out materials, along with a selection of many of the
slides from the PowerPoint Presentation available - this producer is able to educate and
inform the savings bond owners assembled for him in a comfortable, relaxed environment. HE
NEVER ATTEMPTS TO SELL ANYTHING DURING THIS EDUCATIONAL SESSION. He collects the bond
information sheets from the attendees.
FOLLOW UP MEETING:
After the workshop/seminar, back in his own offices, using the Internet based Platinum Plus
Service, he is able to quickly and easily create a color-coded, personalized Savings Bond
Performance Report© for each prospect. He then calls the prospect for a mutually convenient
time to meet individually with him/her to discuss the prospect's savings bond report. This is
make-it or break-it time. During this follow-up meeting, this producer displays a genuine
concern for the well being of his prospect's savings bond portfolio. The color-coded
Savings Bond Performance Report© enables this producer to quickly point out possible areas of concern, (or
of no concern), about the prospect's savings bonds. If done properly, because he showed his
sincere interest about the portfolio of savings bonds, in a short time, the prospect now
regards this producer more as a trusted advisor.
This producer now asks the prospect if he/she has other financial concerns or situations that
he/she would like to learn more about - or get resolved. If the prospect doesn't offer any
issues, the producer suggests various questions such as; does he/she have enough Long Term
care insurance, is he/she happy with his/her investments, etc. Sooner or later, the prospect
will usually comment about something that is of a concern to him/her.
This producer then listens very carefully as the prospect tells him about his/her financial
concerns and points of pain. The producer offers counseling and presents alternative products
that will fill the prospect's needs. This producer then sells the prospect products that he/she
wants to purchase.
PLEASE BE AWARE THAT THIS PRODUCER HAS NEVER INDUCED A PROSPECT TO REDEEM THEIR SAVINGS BONDS -
OTHER THAN MATURED SAVINGS BONDS - TO PURCHASE INSURANCE PRODUCTS!
HE CREATES MEDIA AWARENESS:
After this producer conducted two workshop/seminars, he sent out press releases to senior
newspapers and magazines, financial writers and business editors writing for newspapers in
his local area. Since the event is purely educational, very often he gets FREE announcements
of his upcoming workshops/seminars in the local community bulletin boards, and sometimes even
financial articles are published in the newspapers mentioning his name. As an added bonus; he
has established himself as the local Savings Bond Specialist in his area and is often mentioned
or quoted in other savings bond related articles.
SUCCESS BEGETS MORE SUCCESS - FILLING THE PIPELINE:
The earlier successes continues to multiply as he becomes more widely recognized as the
local "go-to-guy" for savings bond information. After each workshop/seminar, he asks the
"gate-keeper" for a testimonial and/or a referral. He usually gets both. These testimonials
and referrals help him book workshops/seminars with other organizations. This seasoned,
experienced Savings Bond educator often has many organizations requesting him to repeat his
presentation again at a future workshop/seminar. This producer reports that he has already
conducted 8-10 low-cost, highly profitable workshops/seminars.
WELL WORTH HIS TIME AND EFFORT:
This producer indicates that his successful formula is well worth the time and effort he has
invested in creating it. HE SAID THAT HE IS EARNING EXCELLENT COMMISSIONS WITH THIS MODEL. The
process is very casual and non-threatening, but an extremely effective way to introduce himself
to a new group of prospects. This continuing workshop/seminar strategy helps to strengthen and
expand his presence and credibility in his local community at large. It is a very cost effective
alternative to expensive conference room rentals, fancy restaurants serving meals and numerous
expensive mailings done throughout the year. It is a process that took him about 4-6 months to
perfect, but it consistently delivers NEW, quality prospects to meet with on a continuing basis
- just as the Platinum Plus Service was designed to do!
HELPING THE ROOKIE AND THE VETERAN:
This successful producer also stated that the Platinum Plus process would be a "grand slam home run"
for young producers just starting out to help them build their book - or mature producers, who
have seen their income trail off, and are seeking a new model to rejuvenate their business.
This producer first subscribed to the Platinum Plus Service in March 2005. He has since renewed
his subscription.
LOOKING AHEAD:
Is 2006 as good as you had hoped it would be? Let's make the remainder of 2006 better. Lets
throw away those old sales processes and gimmicks that just don't seem to work anymore. Stop
feeding the "plate-lickers" and meet with prospects with whom you can really make a difference
in their lives - and your own. Most savings bond owners have other funds they need help with
and they will become great clients if you treat them and their savings bond portfolio with respect.
Visit our web site at www.SBPlanner.com to learn more about our
winning strategy and then contact us
at:
800-717-2663
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- © copyright SavingsBonds.com Inc., UIS Inc. July 2006 -
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