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Archive of Past Discussion Board
Please Note: Posting Functions for this Board will no longer function!
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Author: Rod G
Date: 03-20-05 15:17
Hello,
Can anyone point me in the right direction regarding Seminar selling with respect to Long Term Care? Can I purchase this kind of sales tool. I am new to Long Term Care and think Seminar Selling is a good way to start. I live and sell in California. Thank you...
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Author: Arthur Rudnick, LTCP
Date: 03-21-05 11:01
Very constructive answer to a legitimate question. I'm sure Rod appreciates your vast knowledge of the LTC industry.
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Author: Arthur Rudnick, LTCP
Date: 03-21-05 12:28
Didn't know you were into goats and other barnyard animals, but that's understandable.
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Author: Arthur Rudnick, LTCP
Date: 03-21-05 12:49
Rod;
Seminars are only one tool to use when marketing LTCI. You can plan a seminar at varying degrees of expense. The least expensive is to see if a local library, senior citizen's center or a church or temple would like for you to be a speaker. Most organizations are looking for speakers on various topics.
The cost for a seminar of this type is minimal, possibly coffee & donuts. The seminar advertising is usually provided for by the venue, through posters or monthly newsletters.
At the other extreme, is a seminar held in a hotel or restaurant. The theory being that seniors have nothing better to do with their time than to look for a free luch or dinner. Some who have done seminars will tell you that a meal is a must. Others will say it's not necessary. Persoanlly, I've tried both and have spent up to $8,000 to put on a series of 3 seminars in a restaurant over 3 days. I had 110 peopole attend. I did 2 dinners and 1 lunch.
The bottom line with any seminars is to fill up the seats. The more people, the more potential sales.
Keep in mind that when you run a seminar, you have no idea who will show up. You'll get people who are uninsurable, people in their 80s, people who already own a LTC policy and those that have nothing better to do with their time.
Seminars should be low-key and informative. They are not the place to discuss specific product. The sole purpose of a seminar is to sell the concept of LTCI and more importantly, sell yourself. Follwoup is important and I view a seminar as a first appointment. The focus is to get in their homes for a second appointment.
I don't know about California, but in NY, seminars are a dime a dozen. I get 2-3 invitations each month to attend one.
I would suggest that you start out doing the "library circut" and get your feet wet. If you want to take it a step further, there are companies that will work with you in sending out invitations. Most firms require a minimum of 5,000 invitations at about $0.50 - $0.80 each. So right off the bat, you're looking at a $2,000-$4,000 investment before you talk about food and a place.
Seminars should be just one part of the marketing mix.
Hope that helps.
Arthur
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Author: Arthur Rudnick, LTCP
Date: 03-21-05 15:39
Jack;
Please refresh my memory:
The reason that you participate on this discussion board is ????
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