It is difficult to get sales agents to attend seminars on insurance marketing. Here’s a simple trick to increase attendance at insurance seminars that I bet you have never heard of.
You already know that giving away something or giving away prizes is a great incentive to increase insurance seminar attendance. It is important to promote the idea of giving away prizes. Nearly every person feels the irresistible pull of the word “free” when they hear it. It is not an insurance seminar trick, but it is a crucial prerequisite for seminar success.
Statistics show that 20% of insurance agents who responded to a typical seminar will not attend your marketing presentation. You will receive thousands of dollars for each agent that you hire and write business for. Each reply should be considered as gold. You could have become the next star if you didn’t show up because of something more important.
You can eliminate most no-shows by investing a little more. My trick is unique because I doubt that other insurance companies have attempted it. This is not an old idea. Keep in mind that insurance professionals love two things. These are risk and challenge. Dare to be a confident agent and you will be accepted.
This is the setup. You first go to the store and buy one pack of cheap playing cards for every 10 responses. To prevent any sleuthing, you send the important reminder about insurance marketing seminar dates. You also include four new playing cards. You will give agents the opportunity to win prizes by bringing these four cards along to the seminar. You can be sneaky and clever by giving agents two pairs or three plus one. There are endless combinations that can be won. Don’t tell them anything about the card game. They will be anxious to see you because they mistakenly believe winning is the best poker hand.
Insurance seminar sign in. Each attendee should be greeted at the door. They will need to fill out a simple column-line form. Each attendee should write their name, their email address, and a third list of the four cards that they have received. These amazing combos are already yours and no two people will have them exactly the same. Tell them about the free gifts when you begin speaking. Finish your presentation. Present your presentation to three people in the front row. They will each choose a card from your 14-card shuffled deck (one for each).
Awards: Place on your chart board three of the three cards you have selected. Mention that everyone who has two of the different cards wins a prize. If you would like to have more winners, allow more people to choose the cards. Although they thought they would win due to their winning poker hand, they used the fair random cards approach. It’s tricky, but you can see how everyone ends up a winner.
What about a way to make everyone happy? Each agent already has your email address. Each attendee should be told that they are a winner. They will be sent an email with a motivational eBook, such as “Think and Grow Rich”, by Napoleon Hill, within the next two days. This creates good feelings and gives you the chance to make a difference. You can now call them to ask if they have received their product and how they feel about it.
You don’t want sales representatives attending your seminar on insurance marketing. This simple trick will ensure that you have the highest attendance and a happy audience.
Don Yerke is a published author who likes to focus on the things you don’t know and what no one else dares print. It’s okay to tell it as it is.
