NOTE: Wholesalers – when you are done reading this send it to your boss and your marketing department.
I was hosting a Rekon Intelligence event.
For those of you that are unfamiliar with Rekon, you will be familiar with the set-up.
50 advisors in the room, seven wholesalers presenting for 30 minutes each.
Midway through the third presentation an attendee waived me out of the meeting room.
He then proceeded to blast me with F Bombs.
I mean his face was red with anger and he was visibly PISSED OFF.
Each presenter’s slides had data that was presented in 12 point (or smaller?) type.
And he, along with more than half of the attendees in the room, was over 50 years of age.
Sure, 12 point type is fine for reading a document in front of your face. But it is unintelligible from 2/3 of the way back in a large meeting room projected onto a screen.
And as the meeting went on he got more and more disengaged.
He tuned the wholesalers out.
Which means that the seven wholesalers that presented likely didn’t connect with him at all.
Which also means that they wasted their money, and their time, being at the meeting.
The winner yesterday was the wholesaler that projected a Form 5500 on the screen and cited specific sections – not one of which was readable.
Look, I know it’s not your fault.
You get the presentation from Marketing with strict orders from Compliance to not change it or they’ll string you up from the rafters.
And, just because it’s not your fault doesn’t mean you are not guilty.
Talk to your boss or the marketeers and let them know that the advisor population – especially the most successful advisors – are not 25 years old.
They are 50, 60 and even 70 years old and (as you younger folks will soon find out) their eyesight just ain’t what it used to be.
Alternately, instead of relying on 12 point type, 10 bullet point slides, what about if you told more stories and relied on PowerPoint less?