The objective of an estate planning seminar is to:

• Illustrate the estate planning process


• Demonstrate the need for estate liquidity/LI>
  
• Describe the advantages of planning one's estate.

A seminar is an educational opportunity for consumers to learn about a topic of interest without fear of "being sold," but that doesn't mean you can't sell attendees on the merits of doing business with you. A careful balance must be achieved — on the one hand, the seminar must remain an objective educational program, but on the other hand, your objective is to motivate attendees to seek your professional assistance afterwards.

Your goal in conducting a seminar is to demonstrate your knowledge in an empathetic way that conveys your availability without making attendees feel pressured to make any immediate decisions. To make your seminar as professional and informational as possible, you should plan to conduct it on a joint basis with another member of the estate planning team, or a member of the Advanced Sales Department.

It is natural to want to fill the room with attendees, but care must be taken to limit attendance to people who fit the profile of an ideal estate planning prospect and have a high probability of needing estate planning services. There are a variety of seminar programs available to help you plan and deliver a successful seminar; it is recommended that you take advantage of these resources.