Keep possession of the ball whenever possible. Sometimes there is a cooling of interest in the day or two between the seminar and the call from the development officer. It's a fact that common sense and good instincts don't always guide seminar presentations. Some seminars tend to be too technical because the presenter wants to demonstrate what he or she knows, or they are too controlling, simply telling people what they ought to do. Some are so elementary as to offend the attendees' intelligence.
People attend because they are interested.
Many quickly begin to apply the lessons derived from the presentation to their own situations to identify problems that need to be solved. Even attendees with established estate plans begin to question some of their own decisions or plans and to think of ways to improve what they have done. That desire to solve their own planning problems is what moves attendees to action. If prospects feel they can rely upon the impartiality of your advice, and feel you have their best interests at heart, when they're ready to do some serious estate planning, they'll be much more likely to call upon your organization. I usually explain that no, we won't be soliciting you here today, but that yes, we certainly hope that when you formulate your estate plans, you'll consider including us.