Your Seminar Results Aren’t About Your Speaking Skills
Over the years, I’ve had attorneys tell me their seminars “just aren’t working.” Attendance might be decent. The audience seems engaged. The presentation feels strong. People are nodding, taking notes, even laughing at the right moments. And yet, when the numbers are reviewed a few weeks later, the revenue simply doesn’t reflect the effort.
Early in my career, I experienced this firsthand. I remember presenting what I thought was a terrific seminar. The room was full, the questions were thoughtful, and I felt confident I had delivered real value. I was already mentally counting the appointments that would surely follow. After the seminar ended, and I asked my staff how many were scheduled, the answer was… underwhelming.
It wasn’t the speech. It wasn’t the topic. It wasn’t even the audience. It was the system.
Staff members weren’t completely clear on their roles at the event. The appointment-setting process wasn’t structured. Lots of attendees merely left. In other words, I had focused on the presentation and underestimated everything surrounding it. That lesson stuck with me.
Seminars are not speaking events. They are revenue systems.
What happens in the days before the seminar, and what your staff does during the seminar (while you’re presenting), and what occurs immediately afterward will determine whether the event produces real profitability. You can be the best estate planning speaker, but without proper staff preparation and defined procedures, even a well-attended seminar can underperform.
Seminar marketing is not guesswork. It follows a defined tested and proven set of steps — registration and attendance confirmation processes, room setup, clearly assigned facilitator responsibilities, structured appointment conversations, the right appointment-making materials, and disciplined follow-up with those not immediately making an appointment. When those elements are handled correctly, seminars can consistently produce strong appointment-setting results. When they are handled casually, revenue quietly slips away.
If you’re investing the time, money, and energy into seminar marketing, it makes little
sense to leave the outcome to improvisation or chance.
That’s why I created my 86-minute training, “Proper Staff Support — The Days Before the Seminar, During the Seminar & Immediately Afterwards.” In this program, I walk through the operational framework behind successful seminars: how to select and train the right staff members, what facilitators should and should not say, the essential day-before packing checklist (because Murphy has a habit of showing up uninvited), how to structure the room for maximum effectiveness, how to increase appointment-setting at the event, and what follow-up and results reporting must occur to protect profitability and ensure accountability.
If your seminars aren’t producing what they should, the solution likely isn’t a better presentation. It’s a better system.
And a system can be built quickly and effectively when you have a clear blueprint and the instructions, materials, and tools you’ll need. Here’s a detailed description:
“Proper Staff Support — The Days Before the Seminar, During the Seminar & Immediately Afterwards”
Are Your Seminars Losing Potential Revenue Because Your Staff Isn’t Taking the Necessary Steps Before, During & After Each Seminar?
You could be one of the best estate planners, one of the best public speakers, or even one of the best marketing minds, but when it comes to successful seminars, if you don’t have the proper staff support and preparation before, during, and after the seminar, your seminar marketing results will suffer.
The science behind successful seminar marketing comes with a very clearly defined set of procedures to follow, many of which must be attended to by your staff. These steps are key to ensuring that not only does the seminar run smoothly, but that you actually get enough people to the seminar, make appointments right at the seminar, and follow up with leads after the seminar, so that they actually show up for their appointments and engage you.
Join nationally recognized estate planning attorney and President of The Ultimate Estate Planner, Inc., Philip J. Kavesh, J.D., LL.M. (Taxation), California State Bar Certified Specialist in Estate Planning, Trust & Probate Law, for a very special presentation entitled, “Proper Staff Support —The Days Before the Seminar, During the Seminar & Immediately Afterwards”.
In just 86 minutes, you’ll learn:
✅ How to select and train the right staff members to manage your seminar marketing and set up and facilitate your seminars
✅ What the seminar facilitators’ tasks are and how to determine how many should be at the seminar
✅ Which staff tasks can be farmed out to third-parties and which shouldn’t be
✅ The critical day before “packing list” that must always be used (so you don’t lack that one thing you’ll need when “Murphy” shows up at your seminar)
✅ How to set up the seminar room for maximum results
✅ What the facilitators should say and do at the seminar — and not say and do — so you make appointments with over 80% of attendees, right there at the seminar!
✅ Key follow-up steps after the seminar, which will directly impact your profit (or loss!)
✅ What reports must be generated the day after, a week after, and a month after — so you can hold everyone accountable and continue to perfect your system and results!
Your purchase includes an instantly accessible video & audio recording and PDF handout materials. A PDF transcript is available as an add-on for an additional fee.
ABOUT THE AUTHOR
Attorney Philip J. Kavesh is the principal of one of the largest estate planning and administration firms in California—Kavesh, Minor and Otis—which has been in business since 1981. He is also the President of The Ultimate Estate Planner, Inc., which provides a variety of training, marketing, and practice-building products and services for estate planning professionals.