A few weeks ago, she presented at a local seminar with a very targeted audience based on age and needs. Although our coaching is complete, I wanted to find out what results she experienced from the seminar and how the results compared to similar seminars she had spoken at previously.
There were 3 speakers at this event: the attorney talked about wills and estate planning; the funeral director discussed the elements of planning a funeral; and my client talked about funeral prefunding coverage.
Bridget is an insurance agent with a real passion for prefunding funeral coverage. She has seen the panic on the faces of family members who find out that no preplanning or prefunding was done prior to the person's death. She's felt the sadness and burden these family members have when they find out that 30% of the funeral costs are due immediately and the remainder within 30 days. It adds so much stress to an already stressful time.
This is the first time Bridget has presented her talk since working with me. Here are the numbers she shared:
- 140 people in the room
- 60 people have not funded or applied for any kind of funding coverage
- 38 people signed up for an appt with Bridget (that's 63% of possible candidates)
- 5 people purchased during her initial appointment (that's 13%)
Bridget didn't know offhand how many appointments she has had so far, so we couldn't track that statistic. Her appointments are usually over 2 meetings. The first one she lays out the preliminary information and if they are interested in proceeding, she gives them a list of information they need to obtain before the second appointment.
- This is the first time she has achieved such a high percentage of people signing up for appointments from the seminar!
- This is the first time in her career that prospects have written out a check and become clients on the first appointment!
Bridget didn't change her low-key sales approach. She changed the words and stories she shared in her presentation AND in her appointments. And just as important, she changed HOW she persuaded people to sign up for appointments and keep them!
If you want different results, maybe readjusting and tweaking a few things in your talk, how you collect contact information, and in your follow-up would give you the results you hope for. If you are tired of doing it on your own with dismal results, give me a call. Let's get started so you can impact more lives in less time and with less stress.
P.S. Doing the same thing over and over again but expecting different results is insanity. Let me help you stop the insanity. Sign up here for a free 30-minute phone or skype consult. No pressure. No obligation. Just some ideas on how to do it better and bigger.