Webinars are low-cost, easy to implement, and best of all, they work really well to showcase your expertise and bring in new prospects. But did you know that only 23% of advisors are utilizing them? In this webinar, Chief Evangelist, Samantha Russell, and Chief Marketing & Experience Officer, Susan Theder discussed their top tips and tricks for getting the most out of this highly-effective lead generation strategy. They discussed: - Webinar logistics - Topic ideas - Planning logistics - How to get registrants - Post-webinar tactics

1. The Best Lead Generation
Tactic Most Advisors Aren’t
Doing: Webinars
1

2. Webinar Success Checklist
Coming Your Way!

3. Samantha Russell
Chief Evangelist, FMG
Connect
@SamanthaTwenty
/samanthacrussell
srussell@fmgsuite.com
3

4. Susan Theder
Chief Marketing and Experience
Officer, FMG
@stheder
/susantheder
fmgsuite.com
4

5. 99% of advisors say “If I
can just get in front of
people, I’ll close the deal
WEBINARS are your secret to getting in front of MANY
more of them

6. The Highest-Converting Marketing Activities

7. 2022 Study of Best Practices For Financial
Advisor Marketing
+

8. Logistics: Who, What, When, Where How
01
Webinars 101

9. Source: JCL Financial Group

10. BEST TOPIC?
The one your audience
is most interested in
that also aligns with
your business goals

11. 11
Topic Ideas
Timely Topics
● Pending legislation
● Quarterly Market Recaps
Niche-Specific Topics
● Specific to doctors, business owners, etc
Evergreen Topics
● Taxes
● Social security/Medicare
Source:
https://www.jclfg.com/events/social-security-basic-rules-and-claiming-strategies

12. 12
Partner with SMEs
(will be on checklist)
Retirement Planning: Retirement coaches or counselors, CPAs (Certified Public
Accountants), estate attorneys, and social security benefits consultants.
Economics: Economists, finance professors, or market analysts can provide a
broader economic and market perspective.
Tax Planning: Tax attorneys, CPAs, or Enrolled Agents (EAs) who specialize in tax
planning.
Estate Planning: Estate attorneys, trust officers at a local bank, or experts in elder
law could add valuable insights.
Risk Management and Insurance: Insurance agents or brokers, risk management
consultants, or financial risk analysts.
Education Savings: College admissions consultants or financial aid officers at a
local university can help parents understand the costs of education and the
financial aid landscape.
Behavioral Finance: Psychologists or therapists specializing in finance-related
stress or decision-making, or professors of behavioral economics.
Cybersecurity and Fraud Protection: Cybersecurity consultants or IT professionals
specialized in security, local law enforcement officers who deal with fraud and
identity theft.
Sustainable and Socially Responsible Investing: Environmental scientists,
sustainability consultants, or representatives from ESG-rating agencies or socially
responsible funds.

13. 13
Planning Logistics
Best Time and Day?
● Typically mid-week
● Timing varies, consider time zones
Best Tech Platforms to Use?
● Zoom
● GoTo Webinar
Equipment
● Computer
● Headphones for Best Sound
● External Mic for even better sound
Source: LiveWebinar.com

14. EMAIL, Hands Down
What’s the Best Way To Get Registrants?
Source: https://blog.twentyoverten.com/how-to-use-webinars-to-generate-leads-for-your-advisory-business/

15. What if I don’t have a big email list?
Partner with COI
● Have as a guest and Ask them to promote to their
audience too
● Or just share with COIs whose audience could benefit
Social Media
● Posts that focus on the BENEFIT someone gets from
joining
● Direct invites via Linkedin - target your audience
● Setup Linkedin Event page →
Encourage clients to share the email invite with
others
thers

16. Send THREE emails for optimal performance. Make
sure clients know they can share with friends!
● 1 week before
● 1 day before
● 1 hour before
Email Promotion Specifics
Source: https://danielwaas.com/how-to-increase-webinar-attendance-rates/

17. FMG Creates Webinar Slides & Assets For You!
Source: https://fmgsuite.com/features/events

18. Post-Event: Repurposing Content and
Following Up With Attendees
02
Webinars 101

19. Post-Webinar Step #1: Edit & Transcribe Video
● Add subtitles
● Create Short Clips for
Promotion (30 sec to
2 mins)
● Transcribe (you’ll use
this in your blog post)

20. Step #2 - Post the Replay on your Website
● Recommend doing this as a
blog post
● Embed Edited Video from
Youtube or Vimeo
● Upload Slidedeck to
Slideshare, then embed in
blog post
● Include Transcription
● End with Call-To-Action

21. Step #3 - Email all those who registered
● Divide into WHO attended
and who DID NOT attended
● Different messaging for each
● Include Call-To-Action to
schedule a meeting
● Have COI partners email too

22. Step #4 - Identify the Best Leads
Identify Hot Leads
Find Leads By Reviewing:
● Attendees’ time in the webinar
● Engagement levels
● Responses to survey questions
● Previously attended webinars
● Past marketing touches
You can also try sending a survey AFTER
the event

23. Step #5 - Repurpose Content to keep promoting
● Include the replay link in
general email newsletter
● Post a slide or stat from
presentation to social
● Post clips to social
● Turn it into a podcast
episode

24. ● Collect registrants, email invites
and automate follow up emails
● Pre-Made Webinar Slides, Scripts
& Landing pages
● Direct Integrations with for easy
compliance
● New Do It For Me Program
Contact Us: Marketing@fmgsuite.com
Ready to Start
Generating Leads
with Webinars?
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25. 25
Do It For Me
Marketing Program
Quarterly Webinar Support!!
A Custom Marketing plan each month
Executed for you
Exclusive Content by our marketing
thought leaders only available for DIFM
customers
Your own dedicated Marketing Strategist
Contact Us: Marketing@fmgsuite.com

26. Webinar Success Checklist
Coming Your Way!