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woman at computer on the phone It’s important to follow up when you are fresh in people’s minds. (Photo: Shutterstock)

Many agents and advisors plan prospecting events such as seminars.  Maybe you attend trade shows and run workshops or breakout groups.  People register.  They do (or don’t) show up.  How do you follow up?

A problem for many financial professionals is seeing the event as the culmination of the process.  “I planned a seminar.  I held it.  It was great!”  End of story.  Many people forget about 80% of the effort goes into assembling the audience and 15% into follow up.  The preparation, logistics and presentation delivery are a minor part.

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