RSD-CSD Seminar Tool Kit

1. RSD-CSD Seminar Tool Kit

2. Introduction How can conducting seminars help my sales? • Seminars help you attract, retain and compensate your providers. • Seminars provide you a powerful messaging platform. • Maximizes your time by presenting to larger audience in one location or on multiple platforms. • Higher close rates

3. Tool Kit Outline Things you need to know to be successful. • Provider Promo Checklist • Invitation template • Setting Expectations • Setting up the Seminar • Seminar timeline • Setting the follow up • Tips to remember • Sales Support Help • Things to remember

4. Provider Promo Checklist Provider checklist to get things Started! • Send Provider Promo Checklist to start the conversation with your provider on setting a Seminar for their clients. • Provider will set the seminar venue and will be one of the first items decided on.

5. Invitation Template The invite you use can be customized! • The Seminar Invite can be customized for the sender and audience. • Multiple designs and formats are available. • Work with your Sales Support team to get you started. • Work with your broker to commit to calls to get attendees in the seats.

6. Setting Expectation (Game Plan) This is the single most important step to remember! • Review the Provider Promo Checklist with your provider and set clear expectations. Check for understanding. • Set your deliverable times and dates. • Set seminar date, time and location. • If utilizing Carolyn check her calendar for availability. • Set your follow up plan.

7. Setting up the Seminar Steps to get your seminar going day 1-2! • Work with provider on dates, times and location confirm if seminar or webinar or both. Verify you have time and date available and enter a meeting in Outlook and SF.com. Have provider work on attendee list with name of client and email address. Send invite samples to broker for review. • Confirm and schedule date, time and location with provider (suggest 4-5 week lead time), send initial outlook invite to hold date on your Outlook calendar and Carolyn when she is conducting. • Confirm with provider that attendee list is ready and verify what materials are needed. Confirm with provider the invite schedule and reminder plan, this should be handled on the RSD Support side when possible by email or phone call. • Provide action plan for provider that will be agreed upon. Depending on size of attendee pool may need back up plan to provider another presentation for those who could not attend.

8. Setting up the Seminar Sending your seminar invites day 3! • Invites should be sent to attendees on list provided by your broker through Outlook, ClearSlide or other email delivery system and updated invite tracker Seminar Invite Tracker. • Send follow up email to provider once complete. • Verify all invites went out, send list of bounce back if any to provider for email address verification. • Follow up with provider on questions, confirm and verify reminder plan with provider for understanding. • Send shipping request for any materials needed for seminar or webinar. Try and keep follow up kit electronic for seminars. Ask Sales Support for assistance. • Confirm links, conference dial in information is correct on your invite before sending. • Work with your Sales Support team for tips and tricks to build out your method for sending the invite, follow up and for assistance with the send.

9. Setting up the Seminar Materials delivery confirmation 2 weeks prior to event! • Confirm with the provider what materials will be needed. Sales flyers, educational flyers, Group Plan Application and materials found in the POS. • Confirm with your provider the date materials should be delivered and expected location. • Confirm materials shipped are received on confirmed date. If sending electronically verify that they are printed and ready to go. • Sales Support will assist with any shipping request or suggestions on what to send.

10. Setting up the Seminar Reminder plan confirmation 1 week prior to event! • Confirm reminder emails or calls for event are complete or being completed. • Sales Support will work with provider to complete invite follow up, this should be a shared process. • Sales Support will furnish provider with current attendance numbers. • Confirm with provider materials received if not known on previous follow up. • Verify if second seminar is needed based on attendance numbers.

11. Seminar Day Your Seminar day is here, have fun and knock it out of the park! • Contact provider and verify your arrival time. • Locate materials and get them ready for distribution. • Set up and test your AV equipment 1 hour prior to the start of the seminar. Make sure you have your back up plan on stand by. • Confirm introduction and house keeping with provider and cover timing. • Have a successful Seminar.

12. Seminar Day Reminders Check and re-check your checklist for follow up! • Verify who’s invited. • Offer assistance to follow up with those that do not attend. • Get a list of attendees. • Sales Support will complete follow calls and emails to get people in the seats. • Sale Support will provide a sign up sheet to track who attended get contact information for follow up later. • Confirm with broker your follow up plan pre, during and post meeting. Use the Sales Log and Organizer to help. • Track all event’s and follow up in SF.com

13. Seminar Day follow-up Follow up do’s! • Have attendees sign in. • Hand out materials. Set up table with sign up sheet and hand outs to pick up. • Let them know you will provide a proposal and follow up with them individually. Send additional information and group application to follow up the proposal. • Enter proposal and lead source as self conducted seminar or McNairy conducted seminar follow up in SF.com. • Sales Support to help with the follow up.

14. Seminar Complete Your Seminar is complete now what? Seminar follow up same day! • Follow up with provider for input on how event went. Collect sign in sheet. • Verify attendee follow up plan. • Assist with questions from event. • Assist with application process to close sale, Sale Support will complete. • Enter lead source/new event in SF.com as self conducted seminar or McNairy conducted seminar to update status of event and follow up plan. • Update SF.com with all business won as result of event.

15. Seminar Follow-Up On-going follow up! • Assist your provider by providing proposals or help complete plan applications. Have your Sales Support team help. • Assist with additional questions. • Update SF.com on status of event and follow up plan. Start closing open ops. • Update SF.com with all business won or lost as result of event. Keep notes on detail for review.

16. Thing’s to remember! Let’s review the key’s to success, step 1. Set your plan! • Confirm event plan with provider, cover and illustrate roles and responsibilities. • Set event time, date and location • Send out invites • Send material request • Send reminder of event • Confirm materials received and reminders sent and AV equipment • Follow up with provider on questions • Confirm attendance of event • Complete event

17. Be Successful! Step’s for a successful event! • Work with provider on event set up, clarify roles and responsibilities • Stay up to date and current in the on all communications • Follow your action plan • Communicate follow up plan and expectation with provider • Use time management skills ‘Just Ask’ Sales Support for help! • Complete follow up with provider on all steps. • Track your event from start to finish in SF.com

18. Thing’s to remember! Seminar materials list. • TASC product information • Marketing information • Required forms • Group Plan Application • Financial forms • Seminar tracker • Seminar sign in sheet • All sales materials can be found on the POS S:\ACTWIN2\Sales\POS Material. To help save valuable time and energy please enlist the help of your Sales Support Team! ‘Just Ask” and we can help you deliver! Please note use materials on the POS only.