Send everyone who attends the seminar a thank‐you letter on the same day. When people have attended your seminar, they should be elevated to a new level for follow-up, even if they do not immediately become clients. Mail a personal letter the day of the seminar so that attendees receive it the next day thanking them for their attendance.

Make it a policy in your office that anyone who attends your seminar MUST be called within 24 hours to schedule an appointment if one wasn’t booked at the seminar. If, when you make the first phone call, they are not interested, always ask permission to stay in touch. Put them on a regular mailing program and phone them every 90 days.

If you find an interesting or relevant article, send it to the attendees with a personal note. This can be done weeks after the seminar and helps you keep in touch.

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