Watch the full video replay: https://youtu.be/2yrqgSnIank Webinars can be one of the most powerful and high-value tactics to directly connect with your audience. Not only are webinars an effective marketing tool but they're also an effective sales tool. According to InsideSales.com, 73% of marketing and sales leaders say webinars are one of the best ways to generate quality leads. After 3 years and over 75 webinars given, our marketing team has learned what to do (and what NOT to do) to prepare, promote and run effective webinars. This presentation covers: - The Logistics - tools for hosting and recording - Choosing your webinar topics/content - Proper promotion for high registration rates - Helpful webinar tools - Preparing an engaging presentation - How to keep attendees involved and engaged during your webinars

1. How To Host
Effective, Engaging
Webinars
To Generate Leads for Your Advisory Business

2. Housekeeping
● This webinar is being recorded.
● Throughout the presentation feel free to use the chat box for
public messages and Q&A panel for private messages with any
questions.
● We’ll be launching polls throughout. Responses are anonymous
and can be answered by clicking the buttons.

3. YOUR GUIDE
Samantha Russell
Chief Marketing & Business Development
Officer
Twenty Over Ten
Hello!
@SamanthaTwenty
samanthacrussell
🙋
Join Me for a Demo?
Raise Your Hand and
Stay on at the End!

4. AGENDA
What We’ll Discuss
● Webinar logistics - tools for hosting and recording
● Choosing your webinar topics and content
● Promotional ideas for high registration rates
● Preparing Engaging Presentations
● Tips for keeping attendees involved and engaged
● How to follow up with Registrants to Convert them to Leads

5. WHY?
Why Webinars?
Up to 40% of webinar attendees become qualified leads
4 P’s to a Successful Webinar

6. Twenty Over Ten Webinar Story
6
Screenshot Here
Started webinars 3 years
ago
• 2017 Avg registrants: 50
• Today: 400- 600
• 1100% Growth in 3 years!
How?
• Monthly - Consistent
• Educational
• Provide value

7. 1 Prep

8. WEBINAR PREP
Before Your Webinar:
⏰ Choose a time
💡 Choose a title/topic
💻 Identify your technology (and test it)
👨‍🏫 Appoint a moderator
📝 Start mapping out your presentation & agenda
📣 Plan out your promotional schedule

9. WEBINAR PREP
What Days & Times Work Best?
Source: Brafton

10. WEBINAR PREP
Choose a Webinar Topic & Title It Well
1. Should answer the question “What will I get by giving you an hour of my time?”
2. Choose a topic that you are the expert in or find someone else/partner
3. How to’s & Learn to perform best

11. WEBINAR PREP
What Tech To Use? Consider:
● Registration landing page, embed on website
● Capacity/ Price
● Email Sequences
● In-App Engagment Features
● Integrations with CRM/
Marketing platform you use
☝ Pro Tip: Learn the Technology BEFORE Hosting!

12. Pricing Notes
● Free for 100 participants at 40
minutes
● $14.99/month for 100 participants
● $19.99/month for 300 participants
Our Top Choice!
-Soup to nuts, full-spectrum
platform.
-Integrates with EVERYTHING
● $15/month for 25 participants
● $31/month for 100 participants
Part of Suite of Tools to Run
and Market Your Business
● $109/month for 100 participants
and 1 organizer
● $249/month for 500 participants
and 3 organizers
● $499/month 1,000 participants
We used to use this at Twenty
Over Ten, but switched to
Zoom.
Offers MANY of the same
features that Zoom does
Starts at $99/month for 100 attendees
and up to $319/month for 1,000
attendees
Beautiful Interface/UI
Great for Evergreen webinars
you want to look LIVE
User-Friendly
WEBINAR PREP
Comparing Providers

13. WEBINAR PREP
Other Tech Tools:
👨‍🏫 Google Slides (or other slide tool)
🎙 Microphone
💻 Computer
🎧 Headphones
📶 Hardwire Internet Connection (most ideal, but strong wifi
connection will suffice)

14. 2 Promotion

15. PROMOTION
USP
CTA
Speaker photo/bio
Benefits
Proof

16. POST-CONVERSION
Create Landing
Pages in
Twenty Over Ten
1. Go to “Other Pages”
2. Click “Add New”
3. Add in Information!
Tip: These pages can be
made accessible from other
parts of your website, or
completely hidden!

17. PROMOTION
Email Promotion

18. PROMOTION
Email Promotion
- Send a series of emails to your
current contacts midweek
(Tuesday-Thursday)
- Send emails between 8 am - 10
am (gets 36% of registrants)
-Use a different subject line,
content and imagery for each
email
-Incorporate into your other
communications like newsletters
☝ Pro Tip: Add “can’t attend in
person? sign up anyway and we’ll
send you the recording” to all your
emails for higher registration rates

19. PROMOTION
Email Promotion
Source: Wild Apricot
(https://danielwaas.com/webinar-email-sequence-boost-attendance/)
☝ Pro Tip: An initial invitation, plus
2-3 reminders, is typically Optimal
for highest registration

20. PROMOTION
Social Media Promotion
● Include imagery & registration link
● Consider boosting/sponsoring
posts. $50 goes a long way
● Record a short video
● Ask partners/staff to promote

21. PROMOTION
How Many Registrants Will Actually Attend?

22. REGISTRATION
● Ask them to complete
pre-event survey
● Encourage them to
subscribe to your
newsletter or blog
● Share Social Media Profiles
- encourage them to follow
^^ Choose ONE of these - NOT ALL!
Post-Registration Communication

23. 3 Presentation

24. PRESENTATION
Educational vs.
Promotional
Content
● Invite Current Clients &
Potential Clients
● Agenda - tell attendees
WHEN you’ll talk about
your services
● ALWAYS start with the
most compelling info
● Include Logo on Slides

25. PROMOTION
What to Present?
● Tax Strategies
● Social Security
● College Planning
● Money Conversations with
Kids/Elder Parents/Spouses
● Behavioral Finance

26. PRESENTATION
Keep it Visual!
1. Don’t just type out your
points
2. Images reinforce
message
3. Graphs & Charts
4. Icons and Images

27. PRESENTATION
Keep Your
Slides Visual!
Use pictures, images on
EVERY SLIDE YOU CAN

28. PRESENTATION
Tips That Make A Difference
● Speak clearly but Extemporaneously. Practice!
● Keep your slide deck concise - 📊 use pictures and facts over text
● Share stories or personal anecdotes
● Remove any distractions & turn off your phone
● Appoint a “moderator”
● 😀 Share your Camera. Smile!
☝ Pro Tip: Appoint a moderator to
help with chat, etc. Running a
successful webinar is NOT a
one-man or woman show

29. PRESENTATION
Keep it Engaging
● Use polls
● Ask for attendee input in chat-
● Mute Attendees
● Print out worksheet in advance
and have people “fill in the
blank” ☝ Pro Tip: Ask registrants to
submit questions in advance

30. 4 Post - Webinar

31. POST-WEBINAR
Content Distribution Channels

32. POST-WEBINAR
2 ✌ Choices:
1. Make Webinar Accessible to All
anyone can find and watch the webinar replay on Youtube or at your Website
2. Gate the Content
user has to put in email to “unlock” and watch

33. POST-WEBINAR
1. Make Webinar
Accessible to All:
Upload Recording
1. Record “To the Cloud”
2. Edit: After Effects, Headliner, iMovie,
Youtube)
3. Upload to YouTube or Vimeo
4. Optimize for SEO: Title & #hashtags
5. Customize Thumbnail w/Canva image
☝ Pro Tip: Get more
clicks by creating a
visually-appealing
thumbnail

34. POST-WEBINAR
2. Gate the Content
1. Use the built-in “Gating” tools from your webinar provider
2. You can still list out replays on your blog/website - but users will be taken
to a page where they have to enter info in to watch
3. Example: https://financialgym.com/webinars

35. POST-WEBINAR
Create Blog Post
with Replay
● Embed your recording from
YouTube or Vimeo
● Include Call-To-Action
● Upload slide deck to
SlideShare and include link in
blog post

36. POST-WEBINAR
How to upload to
Twenty Over Ten
1. Choose location to embed
2. Click “insert video” icon
3. Add URL
4. Publish
DONE!

37. POST-WEBINAR
Share Replay on Social
Media
Share Canva Image you used to promote the
webinar with link to blog post replay
Share a few slides with info presented, ask
people to “comment below” if they want the
link to the recording

38. POST-WEBINAR
Email Follow-Up
● Email ALL who
registered the replay
and slides
● Segment your list:
○ Registered &
Attended
○ Registered & Did
NOT attend
● Include CTA

39. POST-WEBINAR
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
☝ Pro Tip: Ask
Attendees if they are
interested in your
services DURING the
webinar (by Poll or in
Chat)

40. POST-WEBINAR
Follow Up With Leads
Typically We:
● Send replay next day
● Sales reaches out to
leads within 5-7 days,
offering time on
calendar
● 2 more emails sent out
within the next 30 days,
reiterating value shared
during webinar

41. POST-WEBINAR
1st Week - Encourage leads to book on Calendar

42. POST-WEBINAR
2-4 Weeks: Follow Up with Relevant Content

43. 5 Questions?

44. Get In Touch
twentyoverten.com
https://www.linkedin.com/in/samanthacrussell/
Marketing@twentyoverten.com