1. Setting More Appointments

2. 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

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

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

5. 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

6. 9 Critical Emotions Like Fear Understanding Action Respect Change
Confidence
Enthusiasm
Happiness

7. OK…I’ve got that!
What else can I do?

8. 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”

9. 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

10. 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

11. 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

12. 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

13. 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

14. 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

15. 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

17. 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!

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

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

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

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