In this webinar, we discussed the top tips and strategies for integrating webinars into your overall marketing strategy and getting the most out of this highly-effective lead generation strategy in the new year and beyond. They discussed: - Webinar Logistics - Topic Ideas - Planning Logistics - How to Get Registrants - Post-Webinar Tactics-and more! If you’re looking to grow your lead generation in the new year and beyond, then this webinar was an excellent way to get started.

1. The Best Lead Generation
Tactic Most Advisors Aren’t
Doing: Webinars
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2. Webinar Success Checklist
Coming Your Way!

3. Samantha Russell
Chief Evangelist, FMG
Connect
@SamanthaTwenty
/samanthacrussell
srussell@fmgsuite.com
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4. Elise Lambert
Director of Product and
Enterprise Marketing, FMG
/eliselambert
fmgsuite.com
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But What Results Can I
Expect?
Over last 18-24 months:
• 1,000 people registered
• 40% attended
• 8-10% reached out
Results:
• Generated 9 new client households
• $11 Million AUM
• $12,000 ad spend
First webinar ONLY had 10 people on it!
Source: https://altruist.com/podcasts/the-unexpected-tool-that-led-to-millions-in-aum-with-isaac-presley/

6. 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

7. The Highest-Converting Marketing Activities

8. 2022 Study of Best Practices For Financial
Advisor Marketing
+

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

10. Source: JCL Financial Group

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

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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

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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.

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Source: https://advisorpedia.com/research/expectations-investors-and-advisors-have-differ/
Where can you Bridge the
Gap between what clients
expect vs. what they
recieve?
● You could do a series
of webinars on these
topics - one a month
in 2024
● Each one helps
associate your firm
with topics clients
care about

15. No matter which topic
you choose:
DO tell stories
DON’T just cite facts and figures

16. Stories allow average folks
to visualize how the
scenarios will pertain to
them
If you can make it
interactive - EVEN better
Source: https://keenwealthadvisors.com/webinars/webinar-replay-tax-planning-through-four-stages-of-retirement-june-
2023

17. Source: https://keenwealthadvisors.com/webinars/webinar-replay-tax-planning-through-four-stages-of-retirement-june-
2023

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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

19. 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/

20. 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

21. 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/

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

23. Have a Descriptive Registration Page
● Be sure to explain WHY
someone should attend
● Who is this webinar for (get
specific!)
● What will they learn?
● Who will be speaking?
● How long will it be?
● Remind them you will send
out a replay even if they
don’t attend live

24. New: Create a LinkedIn “Event” To Promote Webinar
● Create an event for
each individual webinar
● You can invite people
directly FROM linkedin
and they REGISTER
from Linkedin
● Connected to 500 Nike
employees? Filter and
invite them all
● You can still use ZOOM
to host

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

26. 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)

27. Step #2 - Post the Replay on your Website
● Can live on your “Events”
page as a “Past Event” (Best
for making it EASY)
● Can also list each webinar
out as a separate “blog post”
with a recap/transcript (best
for SEO)
● Embed Edited Video from
Youtube or Vimeo
● End with Call-To-Action (To
get a copy of the slides -
click here!)
● FMG makes it SO easy to do

28. 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

29. 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

30. 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

31. ● Collect registrants, email invites,
and automate follow up emails
● Pre-Made Webinar Slides, Scripts,
& Landing pages
● Direct Integrations 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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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

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Want to learn
more? Book a demo
with our team →
Meet With Us:
https://fmgsuite.com/get-a-demo
Questions? Marketing@fmgsuite.com
We’re here to help.

34. Webinar Success Checklist
Coming Your Way!