30 people came to your workshop. Then what?
Let’s talk about workshops.
You planned it. You promoted it. You showed up, gave great information, answered questions, and had a room full of people nodding along.
Then Monday came. And nothing happened.
Maybe you sent a thank-you email. Maybe you didn’t. Maybe you collected sign-in sheets and they’re sitting in a folder somewhere. Maybe you handed out business cards and hoped for the best.
I see this all the time. Firms put real energy into getting people in the room and then have zero plan for what happens after they leave.
And here’s what that actually costs you.
Those 20 or 30 people who showed up? They were interested. They gave you their time on a Tuesday evening or a Saturday morning. That’s not nothing. These aren’t cold leads. These are people who drove to your event venue, sat in your chairs, and listened to you talk about something most people avoid thinking about entirely.
That’s about as warm as a lead gets.
But here’s the reality about estate planning. Most people don’t book a consult the same week they attend a workshop. They’re not ready yet. They need to talk to their spouse. They need to think about it. They need life to nudge them one more time.
And if you’re not staying in front of them during that window, someone else will be.
This is the part that makes or breaks your workshops.
Not the presentation. Not the turnout. The follow-up.
What does your follow-up actually look like right now? And I mean specifically.
Do attendees get an email within 24 hours? Not next week. The next day.
Do they get a reason to take the next step, like a simple way to book a consult?
Are they added to your nurture system so they keep hearing from you in the weeks and months after?
Do you have a plan for the ones who didn’t book right away? Because that’s most of them. And they’re not saying no. They’re saying not yet.
If your answer to most of those is “not really” or “we’ve been meaning to set that up,” you’re not alone. But you are leaving consults on the table every single time you host an event.
The workshop gets them in the door. The follow-up gets them on your calendar.
One without the other is just a really nice free presentation.
Spring is prime workshop season. Before you plan your next one, make sure you have a plan for what happens after the last person walks out.
That’s where the real ROI lives.
Saving you a seat in the follow-up conversation,
Laura Lee