Setting More Appointments

Different expectations Can’t push too hard WGWs are a little different No sales pitch Pure education Neutral setting Low urgency topic Different expectations Can’t push too hard

Setting appointments is a “holistic process” First… There is no secret! Setting appointments is a “holistic process”

No “Magic Bullet” Everything the advisor says and does during the workshop will determine if people set an appointment

Make sure you’re doing a great event STEP 1: Make sure you’re doing a great event No sales pitch Enthusiastic Professional The 9 Emotions

9 Critical Emotions Like Fear Understanding Action Respect Change Confidence Enthusiasm Happiness

OK…I’ve got that! What else can I do?

The Appointment Closing Process Relaxed transition Talk about the first appointment (Next Step) Give them something to look forward to Make it easy to say “yes”

Relaxed Transition Why am I here tonight? To teach important information that too few people understand and that no one discusses To help prepare you for critical decisions you must make very soon To guide you through a very important and complicated process To help if I can

Talk about the appointment What’s going to happen? Part 2: Critical Information What will I learn that’s new? A lot that we can’t discuss here How long will it take? Less than an hour What should I bring? Nothing Will you try to sell me anything? No How will I feel when it’s over? Happy & smart Where will we do it? Anywhere that’s convenient What will the next steps be? 3 possibilities

3 Possibilities We decide that we want to work together and begin to discuss specific ideas and strategies We decide that we like each other but the time is not right and set a date to follow-up in the future We decide we don’t like each other, call each other names and run screaming from the room

Give them something to look forward to You get a chance to talk I look forward to listening You will learn some new ideas That you can use on your own You will get to see where we work Where the magic happens You will get to meet my team They’re even smarter than me You will get something valuable Tax Analyzer, Soc. Sec Analysis You will have an experience Unlike past advisors

Make it easy to say YES No problem. You can change it later. It’s the act of setting the appointment that’s critical to your success. I don’t have my calendar 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. I want to think about everything I heard tonight

I already have an advisor Make it easy to say YES I already have an advisor 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. LOGICAL ARGUMENT

I already have an advisor Make it easy to say YES I already have an advisor 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. EMOTIONAL ARGUMENT

Next Steps: THANK YOU FOR ATTENDING! This concludes the general information portion of Social Security 567’s two-part opportunity Each attendee eligible for no-obligation Social Security analysis Simply schedule time within next two weeks If you wish to decline analysis, please submit form indicating so THANK YOU FOR ATTENDING!

General Social Security Info FREE Social Security Analysis What happens now? PART 1 PART 2 General Social Security Info FREE Social Security Analysis

Relax and Enjoy Retirement! THANK YOU FOR ATTENDING! And then… PART 3 Relax and Enjoy Retirement! THANK YOU FOR ATTENDING!

What happens now? Relax & Enjoy Retirement! Part 3 Relax & Enjoy Retirement! PART 2 FREE Social Security Analysis PART 1 General Social Security Info

Coaching Services One-on-one calls Audio & video reviews Podcasts & videos Books Webinars Help with advisors