2 For advisors only FOR ADVISORS ONLY You are reading this because you have either read my book Seminars: The Emotional Dynamic or listened to my audio CD “Seminar Closing Techniques.” The next several slides are the ones that I would actually include in my seminar presentation. They are designed to help you set more appointments from your seminars and workshops by taking your audience’s final fears away.I have given you the actual slides to add to your presentation PLUS the slides with your possible responses on them. Obviously do not show the slides with the responses…that’s just a guide for you. So do not use the slides that say FOR ADVISORS ONLY.The slide with the “4 questions” is your call. Some advisors craft their own questions and others will omit this entirely by saying “The questions will be different for each of you.”I’ve given you the slides in a simple format with visual builds by paragraph. You can cut and paste them right into your PowerPoint or change the colors and design to fit your presentation’s look and feel.Good luck!FOR ADVISORS ONLY
3 Our first meeting… What’s going to happen? What will I learn that’s new?How long will it take?What should I bring?Will you try to sell me anything?How will I feel when it’s over?Where will we do it?What will the next steps be?
4 Our first meeting… What’s going to happen We’re going to talk and I’m going to ask you a few critical questions that will help you identify some goals and potential challenges in your financial world.FOR ADVISORS ONLY
5 Our first meeting… What will I learn that’s new? You’ll learn a lot that we can’t discuss tonight. This is a seminar so I’ve had to keep things fairly generic. But on the appointment we will be able to drill down into the most important things for you specifically.FOR ADVISORS ONLY
6 Our first meeting… How long will it take? Less than one hour. This will not be root canal. For most folks it’s actually a very enjoyable journey of self-discovery that helps them a lot.FOR ADVISORS ONLY
7 Our first meeting… What should I bring? Nothing…you won’t even need a pencil. I don’t want to see tax documents, statements…just bring you and your wife (husband). I mean…you can certainly bring anything you want but this is not going to be a financial physical.FOR ADVISORS ONLY
8 Our first meeting… Will you try to sell me anything? Absolutely not…that’s not the way we do things at The Maselli Group.(your name here)You can only say this if you haven’t tried to sell anything at the workshop. Which is why I urge advisors to never pitch products at a seminar.FOR ADVISORS ONLY
9 Our first meeting… How will I feel when it’s over? Happy and smart! Happy because you took a major positive step toward securing your family’s financial future. Smart because you will leave that appointment with several specific ideas you can implement that will probably help you a lot.FOR ADVISORS ONLY
10 Our first meeting… Where will we do it? Anywhere that’s convenient for you. You can come into the office…or I will come to you…it’s no problem.FOR ADVISORS ONLY
11 Our first meeting… What will the next steps be? There are three possible next steps…FOR ADVISORS ONLY
12 3 possible next steps:We decide that we want to work together and begin to discuss specific ideas and strategiesWe decide that we like each other but the time is not right and set a date to follow-up in the futureWe decide we don’t like each other, call each other names and run screaming from the room!
13 4 Questions for Your Family’s Future What specific plans have you made to triple your income during retirement?What would happen to your financial situation if the stock market dropped 35% like it did in 2000 and 2008?If you died this year, how would your family’s lifestyle have to change after paying the taxes to Uncle Sam?What plans have you and your children made for dealing with rising healthcare costs and Alzheimer's?Sometimes the audience will ask you “What are the questions you’re going to ask me on the appointment?” Sometimes I will discuss the actual questions above but most often my reply is: “I don’t know…the questions are usually different for everyone. What I want you to know is that this appointment isn’t going to be a marathon session. I just want to get to know you a bit better and see if there is anything we can do to help you improve your financial world.” So how you use the 4-Question slide is up to you.FOR ADVISORS ONLY
14 Something to look forward to! You get a chance to talkYou will learn some new ideasYou will get to see where we workYou will get to meet my teamYou will get something valuableYou will have an experience
15 Something to look forward to You get a chance to talk!I’ve been doing all the talking tonight because this is a seminar. But the appointment is your chance to talk. It’s your chance to ask questions and get into any topic you want. I am anxious to hear your story.FOR ADVISORS ONLY
16 Something to look forward to You will learn some new ideasYou will probably learn a few tricks and ideas you can implement completely on your own.FOR ADVISORS ONLY
17 Something to look forward to You will get to see where work.You will get to see our offices. I can give you a little tour and a look behind the curtain. It might be fun to see how some of the magic happens in the money world.FOR ADVISORS ONLY
18 Something to look forward to You will get to meet my team.You will meet some of the folks who couldn’t be here tonight.(This is a good place for a little self-deprecating humor. )FOR ADVISORS ONLY
19 Something to look forward to You will have an experience.An experience unlike anything your had with past financial advisors. We really do things differently than most people. It’s a difference our clients appreciate and it makes them feel like they are really being listened to and taken care of.FOR ADVISORS ONLY
20 Easy to do! “I don’t have my calendar.” “I want to think about everything I heard tonight.”“I already have an advisor.”
21 “I don’t have my calendar.” Easy to do!“I don’t have my calendar.”No problem. You can change it later. It’s the act of setting the appointment that’s critical to your success.FOR ADVISORS ONLY
22 “I want to think about everything I heard tonight.” Easy to do!“I want to think about everything I heard tonight.”I hope so…these are critical issues that could affect your family’s entire financial future. The problem is you won’t remember anything by tomorrow morning. The appointment is a chance to reinforce what you just learned and make it come alive for you personally. To see how all this theory can work in real life for you.FOR ADVISORS ONLY
23 “I already have an advisor.” Easy to do!“I already have an advisor.”LOGICAL: Of course you do. You also have a doctor. Your MD would not do your hip replacement or your heart bypass. I am a specialist in protecting your assets for a secure retirement. If that’s what you’re getting from your current advisor…then you’re already doing all the things I’ve suggested here tonight and you’re OK. If not…then you can see the difference between a specialist and a GP.FOR ADVISORS ONLY
24 “I already have an advisor.” Easy to do!“I already have an advisor.”EMOTIONAL: Everyone has an advisor. But you are here tonight for a reason whether you know it consciously or not. You’re here because somewhere deep inside you sense that you should be doing better things with your money. I’m not saying you’re angry or even unhappy with your current advisor…I’m sure he’s a nice person. But there’s something missing. You are looking for a higher level of care, of help, of guidance, of contact, of intelligence, of protection.FOR ADVISORS ONLY
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