Developing new clients through educational retirement-planning seminars

Kevin Gotts is the cofounder of Alpha & Omega Financial Solutions and has over 30 years of experience in the financial-services industry. His firm offers a full range of financial, retirement-planning, and wealth-management services.

Mr. Gotts says that an effective tool for introducing new clients to his firm is an ongoing retirement-planning seminar program aimed at individuals aged 50 to 70 in his local area. Mr. Gotts is the primary presenter. His daughter Stephanie, a financial advisor at his firm, assists him in the program.

The program consists of two three-hour sessions held at a local college. Attendees pay a nominal fee for the program and receive a textbook that complements the course content with examples and illustrations. At the end of the program, attendees—individuals or couples—are offered a complimentary follow-up consultation with either Mr. Gotts or his daughter to review questions or discuss broad financial goals.

Mr. Gotts says attendance at the seminars has always been strong, and he enjoys sharing his years of experience with members of his community. He says attendees enjoy the interactive lecture format where participation and questions are encouraged.

The course covers eight comprehensive topics:

1. Life planning for retirement
2. Retirement needs and expenses
3. Retirement roadblocks and mistakes
4. Retirement income sources
5. Retirement plan distributions
6. Investments
7. Risk management and asset protection
8. Estate planning