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AGENT MARKETING SECRETSIn 2006 through today, many top financial product salespeople performed social event client seminars, and their commission income numbers were impressive. The average total sales premium per producer was more than $9 million, and their average annual commissions exceeded $500,000. The focal point for this subject are those agents and advisors that scam seniors into buying products that they do not understand, and then using various marketing secrets to encourage them to sign on the dotted line to buy even more. Alternative Investments are often sold such as a reverse mortgage scam or even a Ponzi Fraud scheme to these unsuspecting and trusting senior citizens. These sales are primarily the results of FREE Lunch or dinner seminars. Furthermore, the investments sold are generally not properly registered as securities in the states they are sold in or with the SEC.
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Predictive Marketing, on the other hand, is the active attempt to generate responses from a specific demographic, following up with phone calls, newsletters, and client correspondence, coupled with a system to build credibility and trust through personal interaction. It is easy to average a 1.5% response rate to your seminar mailings, which on a 5,000 piece mailer would yield 75 attendees. The average closing ratios and average appointments made and kept, resulting in the average amount of investment money repositioned or moved. The national average for these sales is $75,000. Now we calculate the average number of appointments made? Based on our experience, the number of buying units that usually indicate they would like to meet with the agent after the seminar is about 40%. A 40% appointment ratio would result in 20 appointments. Of the 20 appointments made, an average of 50% will actually show up or take place. This results in setting up 10 appointments. In our experience, a good agent should close around 60%. That would be 6 new sales or $450,000 in new investment dollars. The average commission paid on these investments is 8% or in our example, earnings would be $450,000 times 8% equals $36,000 in gross commissions.
Seminar Scams
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