CHAPTER 32

Retirees

QUALIFIED RETIREES HAVE BOTH TIME AND MONEY and are often reluctant to accept an offer for an appointment with you if they don’t know you. Because of these dynamics, educational seminars and events are among the most effective way to meet qualified retirees.

SEMINARS

A key to attracting retirees is to recognize that they have the time and may be interested in working with you, but they are reluctant to agree to an appointment without knowing you first. A seminar is an ideal way to position yourself as an expert and give the retiree an easy way to get to know you, making a follow-up appointment much easier. The seminar market action plan provides the techniques necessary to accomplish this.

The place to start is by gathering ...

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