To get the most out of your referral relationships, it’s important that you stay in touch with your referral sources and that you are “top of mind” when they need to refer a client to a qualified estate planner. This can be easily accomplished through something known as wholesale seminars or continuing education seminars (CE Seminars). It’s also known as something that estate planning attorney, Joseph J. Strazzeri, calls “Stewardship Marketing” (see Joe’s July 2014 Newsletter Article).
And now, for the very first time, SC Institute is making available to the rest of the estate planning community its entire 290-page step-by-step manual on how to successfully set up your own events from start to finish. SC Institute holds hundreds of events throughout the year, including its Thursday Insights, The Gathering, Laureate Center for Wealth Advisors Meetings, California Forums, Practice Developer Programs for advisors, and FamilyCare Workshops and Family and Business Owner Retreats for clients, and much more!
This Manual will give you absolutely everything that you will need to do your own events. From starting that conversation with a potential referral source, to setting up a date, time and location, to putting together the marketing piece, to providing continuing education for attendees, to following up after the seminar, and much more! It’s an all-inclusive guide to putting together seminars and events for your referral sources so that you can maximize your referral relationships!
What’s Included in The Step-By-Step System for Setting Up Wholesale Seminars & Advisor Events?
The Step-By-Step System for Setting Up Wholesale Seminars & Advisor Events comes with the following items:
PART I – PLANNING THE EVENT
A) Initial Contact
- Memorandum on Conducting the Initial Contact
- Initial Contact Signature Event Prospect Information Sheet
- Initial Contact Recap and Introductory Meeting E-mail Confirmation
B) Introductory Meeting (or Call)
- Memorandum on Conducting the Introductory Meeting
- Introductory Visit Signature Event Debrief Sheet
- Signature Event Engagement Agreement
- Email to Recap Introductory Visit and Schedule (or Confirm Initial Visit)
- Opportunity Filter
C) Gathering
- Memorandum on Conducting the Gathering (and Understanding MPA)
D) Evaluation Meeting
- Memorandum on Conducting Evaluation Meeting
- Signature Event Methodology and Concept
- Evaluation Meeting Debrief Form
E) Initial Visit
- Memorandum on Conducting the Initial Visit
- Email to Recap Initial Visit and Schedule (or Confirm) The Presenting the Event Plan Meeting
- Initial Visit Debrief Form
F) Analyzing and Building the Event Plan
- Memorandum on Conducting Analyzing and Building the Event Plan
- Memorandum and Brief Selecting a Venue
- Present the Plan Document and Email Template
G) Presenting the Event Plan (Part 1)
- Memorandum on Conducting Presenting the Event Plan Part 1 Call
- Presenting the Event Plan Part 1 Recap Email
- PDP Presenting the Plan Cover Email
H) Presenting the Event Plan (Part 2)
- Memorandum on Conducting Presenting the Event Plan Part 2 Call
- Presenting the Event Plan Part 2 Recap Email
PART II – THE IMPLEMENTATION PROCESS
I) Build the Event Particulars
- Memorandum on Conducting Build the Event Particulars
- Memorandum and Brief Regarding Communications with Presenters
- Memorandum and Brief Regarding Determining off-Site Event Audio-Visual Requirements
- Build the Event Particulars Event Info Debrief Sheet
- Email Confirming the Build the Event Particulars
- Template for Event RSVP Tracking
- Memorandum on Continuing Legal Education (MCLE) Approval
- Sample: California State Bar Single Activity Provider Application
- Sample: California State Bar MCLE Admin Requirements
- Sample: California State Bar MCLE Providers Rules
- Memorandum on Department of Insurance (DOI) Continuing Education Approval
- Sample: California Department of Insurance Course Application Requirements
- Sample: California Department of Insurance Class Presentation Schedule
- Sample: California Department of Insurance Course Application
- Sample: California Department of Insurance Notice Online of Pre-Licensing Course Provider
- Memorandum on CFP® Continuing Education Approval
- Memorandum on CPA Continuing Education Approval
- Sample: California Board of Accountancy CPA Provider Requirements
J) Build the Event Marketing
- Memorandum on Conducting Build the Event Marketing
- Build the Event Marketing Debrief Form
- Sample: Save the Date
- Samples: Brochures & Invitations
- Samples: Exhibitor Applications
- Samples: Flyers
- Email of First Request to Presenters
- Recap Email Confirming Build the Event Marketing
- Memorandum and Brief Regarding Agenda Creation and Marketing Efforts
K) Marketing (Part 1)
- Memorandum on Conducting Marketing Meeting (Part 1)
- Sample: Save the Date
- Sample: Marketing Pieces
- Presenters Marketing Packets
- Cover Letter
- Sample Letters
- Sample Marketing Letters for Presenters to Use
- Outside Advisors Marketing Cover Letter
L) Team Update Meeting
- Memorandum on Conducting the Team Update Meeting
- Signature Event Methodology and Concepts
M) Marketing (Part 2)
- Memorandum on Conducting Marketing Meeting (Part 2)
- Second Reminder Email to Speakers
N) Two to Four Weeks Prior to the Event
- Memorandum on 2 to 4 Weeks Prior to the Event
- Reminder to Presenters Regarding Materials
- Exhibitor Information Sheet
- Binder Layout Template
- Event Supply Order Form
O) Week of the Event
- Memorandum on Conducting Week of Event “Pulse Check”
- Pre-Event Debrief Form
- Template for Name Plates and Name Badges
- Email Reminders to Attendees, Presenters & Exhibitors
- Continuing Education Sign-In Sheets
- CFP®
- CPA
- DOI
- MCLE
- Event Evaluation Booklet
- Team “As It Is Happening” Evaluation
- Timeline of To-Do’s
P) Day of the Event
- Memorandum on Conducting the Day of the Event
- Event On-Site Needs Checklist
- Memorandum on Conducting Event Registration
Q) Prepare for Event Debrief
- Memorandum on Conducting the Event Debrief
- Post-Event Debrief Form for Presenters
- Email for Team Debrief and Follow-Up Meeting
R) Team Debrief and Follow-Up Plan
- Memorandum on Conducting Team Debrief and Follow-Up Plan
- Post-Event Debrief Form
- MCLE Certificate of Completion
- CPA CE Certificate
- Memorandum on DOI Continuing Education Submittal
- Memorandum on CFP® Continuing Education Submittal
- Email Regarding Presentation Evaluation
- Email for Team Debrief and Follow-Up Meeting
S) Confirmation Meeting
- Memorandum on Conducting the Confirmation Meeting
- Confirmation Meeting Recap Letter
- Confirmation Meeting Recap Letter (to Referring Independent Collaborative Advisor)
You have the option to purchase the Standard Package, which allows you to immediately download a zip file containing all of the above documents, or the Premium Package, which includes a printed and bound Manual with these items, plus a data CD with the modifiable versions in Microsoft Word of the various checklists, forms, and other templates, so that you can get everything you need to hit the ground running.