One of our largest seminar clients originally said he did not want to be contacted. I called him, and after a little hesitation, he agreed to our meeting. When we meet with a client, we want to convince this individual that he or she should do business with us. One of the worst things we can do is go after all of his or her cash on our first meeting. We have to earn the business.
People are hesitant to put all of their assets with a person they've just met.
We have to build the relationship and earn the trust. Again, that's selling. Whatever you do, do not sell at the seminar. The seminar should be a presentation of some item or subject that will be of interest and value to the attendees. First, be truthful and direct.