Presentation on theme: "S EMINAR A PPOINTMENT S LIDES By Frank Maselli. For advisors only You are reading this because you have either read my book Seminars: The Emotional Dynamic."— Presentation transcript:
S EMINAR A PPOINTMENT S LIDES By Frank Maselli
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 audiences 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…thats 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. Ive 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 presentations look and feel. Good luck! FOR ADVISORS ONLY
Our first meeting… Whats going to happen?Whats going to happen? What will I learn thats new?What will I learn thats new? How long will it take?How long will it take? What should I bring?What should I bring? Will you try to sell me anything?Will you try to sell me anything? How will I feel when its over?How will I feel when its over? Where will we do it?Where will we do it? What will the next steps be?What will the next steps be?
Our first meeting… Whats going to happen Were going to talk and Im 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
Our first meeting… What will I learn thats new? Youll learn a lot that we cant discuss tonight. This is a seminar so Ive 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
Our first meeting… How long will it take? Less than one hour. This will not be root canal. For most folks its actually a very enjoyable journey of self-discovery that helps them a lot. FOR ADVISORS ONLY
Our first meeting… What should I bring? Nothing…you wont even need a pencil. I dont 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
Our first meeting… Will you try to sell me anything? Absolutely not…thats not the way we do things at The Maselli Group. (your name here) You can only say this if you havent tried to sell anything at the workshop. Which is why I urge advisors to never pitch products at a seminar. FOR ADVISORS ONLY
Our first meeting… How will I feel when its over? Happy and smart! Happy because you took a major positive step toward securing your familys 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
Our first meeting… Where will we do it? Anywhere thats convenient for you. You can come into the office…or I will come to you…its no problem. FOR ADVISORS ONLY
Our first meeting… What will the next steps be? There are three possible next steps… FOR ADVISORS ONLY
3 possible next steps: 1.We decide that we want to work together and begin to discuss specific ideas and strategies 2.We decide that we like each other but the time is not right and set a date to follow-up in the future 3.We decide we dont like each other, call each other names and run screaming from the room!
4 Questions for Your Familys Future What specific plans have you made to triple your income during retirement? 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? 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 familys lifestyle have to change after paying the taxes to Uncle Sam? If you died this year, how would your familys 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? What plans have you and your children made for dealing with rising healthcare costs and Alzheimer's? FOR ADVISORS ONLY Sometimes the audience will ask you What are the questions youre going to ask me on the appointment? Sometimes I will discuss the actual questions above but most often my reply is: I dont know…the questions are usually different for everyone. What I want you to know is that this appointment isnt 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.
Something to look forward to! You get a chance to talk You will learn some new ideas You will get to see where we work You will get to meet my team You will get something valuable You will have an experience
Something to look forward to You get a chance to talk! Ive been doing all the talking tonight because this is a seminar. But the appointment is your chance to talk. Its your chance to ask questions and get into any topic you want. I am anxious to hear your story. FOR ADVISORS ONLY
Something to look forward to You will learn some new ideas You will probably learn a few tricks and ideas you can implement completely on your own. FOR ADVISORS ONLY
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
Something to look forward to You will get to meet my team. You will meet some of the folks who couldnt be here tonight. (This is a good place for a little self- deprecating humor. ) FOR ADVISORS ONLY
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. Its a difference our clients appreciate and it makes them feel like they are really being listened to and taken care of. FOR ADVISORS ONLY
Easy to do! I dont have my calendar. I want to think about everything I heard tonight. I already have an advisor.
Easy to do! I dont have my calendar. No problem. You can change it later. Its the act of setting the appointment thats critical to your success. FOR ADVISORS ONLY
Easy to do! I want to think about everything I heard tonight. I hope so…these are critical issues that could affect your familys entire financial future. The problem is you wont 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
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 thats what youre getting from your current advisor…then youre already doing all the things Ive suggested here tonight and youre OK. If not…then you can see the difference between a specialist and a GP. FOR ADVISORS ONLY
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. Youre here because somewhere deep inside you sense that you should be doing better things with your money. Im not saying youre angry or even unhappy with your current advisor…Im sure hes a nice person. But theres something missing. You are looking for a higher level of care, of help, of guidance, of contact, of intelligence, of protection. FOR ADVISORS ONLY