A Great Finish to a Super Workshop Presents… The Power Close A Great Finish to a Super Workshop By Frank Maselli

Why are we talking about the close? The Opening and Close are two critical emotional moments in the workshop The Opening gets them excited for the workshop The Close gets them excited for the appointment It’s the last thing they will experience It needs to set a positive tone

The Power Close 1 2 2 Goals APPOINTMENT CLOSE EMOTIONAL CLOSE Maximize the number and quality of appointments 1 Leave people feeling great about themselves & you 2 APPOINTMENT CLOSE EMOTIONAL CLOSE

Talk about the appointment What’s going to happen? I’m going to ask you 4 questions 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 leave screaming

4 Great Questions What specific plans have you made to triple your income during retirement? What would happen to your financial situation if the stock market dropped 40% like it did from 2000 and 2008? If you died this year, how would your family’s lifestyle have to change after paying the taxes to the IRS? What plans have you and your children made for dealing with rising healthcare costs and Alzheimers?

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 A free report, tax analysis, etc. 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. Investors today have teams of advisors. Everyone also has 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 RESPONSE

I already have an advisor Make it easy to say YES 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 they are nice people. But there’s something missing. You are looking for a higher level of care, of help, of guidance, of contact, of intelligence, of protection. I already have an advisor EMOTIONAL RESPONSE

Great for dinner events You didn’t come for the food Subconsciously, you came because you’re looking for something You came because you know on a deeper level that something is missing and you might need help making the most critical decisions in your life You’re looking for someone to trust, to rely on You’re looking for a guide and a true partner who cares more about you than anyone else It’s possible that I am that person

The Emotional Close Folks…I told you when you came in tonight that this was an educational workshop and that I wasn’t going to sell you anything. Well that’s not completely true...I DO want to sell you something. I want to sell you on YOU! I want to sell you on the belief and the reality that YOU CAN ACHIEVE YOUR GOALS…that you can take control of your future. Listen…retirement can be a confusing and potentially dangerous time. As I said at the start tonight…for 80 million Americans…retirement is uncharted water! There are totally new risks and many critical decisions to be made that will have a huge impact on your life and on your family’s future. But none of this is beyond you. You have the power to succeed! With knowledge, a solid plan and some discipline, you CAN navigate retirement waters safely…and actually have some fun doing it. You’ve all worked hard and you deserve to enjoy this time of your lives. The ideas from this workshop can help you tremendously. They can make the fear and stress go away…because you will know WHAT you’re doing, WHY you’re doing it and WHERE it will lead you. The best part is you’re not alone…you do not have to go on this journey alone! For the past X years, my team and I have had the privilege of helping hundreds of great people enjoy this wonderful time in their lives. And we’d love to help you!

The Emotional Close Folks…I told you when you came in tonight that this was an educational workshop and that I wasn’t going to sell you anything. Well that’s not completely true...I DO want to sell you something. I want to sell you on YOU!

The Emotional Close I want to sell you on the belief and the reality that YOU CAN ACHIEVE YOUR GOALS…that you can take control of your future.

The Emotional Close Listen…retirement can be a confusing and potentially dangerous time. As I said at the start tonight…for 80 million Americans…retirement is uncharted water! There are totally new risks and many critical decisions to be made that will have a huge impact on your life and on your family’s future.

The Emotional Close But none of this is beyond you. You have the power to succeed! With knowledge, a solid plan and some discipline, you CAN navigate retirement waters safely…and actually have some fun doing it.

The Emotional Close You’ve all worked hard and you deserve to enjoy this time of your lives. The ideas from this workshop can help you tremendously. They can make the fear and stress go away…because you will know WHAT you’re doing, WHY you’re doing it and WHERE it will lead you.

The Emotional Close The best part is you’re not alone…you do not have to go on this journey alone! For the past X years, my team and I have had the privilege of helping hundreds of great people enjoy this wonderful time in their lives. And we’d love to help you!

The Emotional Close Folks…I told you when you came in tonight that this was an educational workshop and that I wasn’t going to sell you anything. Well that’s not completely true...I DO want to sell you something. I want to sell you on YOU! I want to sell you on the belief and the reality that YOU CAN ACHIEVE YOUR GOALS…that you can take control of your future. Listen…retirement can be a confusing and potentially dangerous time. As I said at the start tonight…for 80 million Americans…retirement is uncharted water! There are totally new risks and many critical decisions to be made that will have a huge impact on your life and on your family’s future. But none of this is beyond you. You have the power to succeed! With knowledge, a solid plan and some discipline, you CAN navigate retirement waters safely…and actually have some fun doing it. You’ve all worked hard and you deserve to enjoy this time of your lives. The ideas from this workshop can help you tremendously. They can make the fear and stress go away…because you will know WHAT you’re doing, WHY you’re doing it and WHERE it will lead you. The best part is you’re not alone…you do not have to go on this journey alone! For the past X years, my team and I have had the privilege of helping hundreds of great people enjoy this wonderful time in their lives. And we’d love to help you!

The Emotional Close Folks…I told you when you came in tonight that this was an educational workshop and that I wasn’t going to sell you anything. Well that’s not completely true...I DO want to sell you something. I want to sell you on YOU! I want to sell you on the belief and the reality that YOU CAN ACHIEVE YOUR GOALS…that you can take control of your future. Listen…retirement can be a confusing and potentially dangerous time. As I said at the start tonight…for 80 million Americans…retirement is uncharted water! There are totally new risks and many critical decisions to be made that will have a huge impact on your life and on your family’s future. But none of this is beyond you. You have the power to succeed! With knowledge, a solid plan and some discipline, you CAN navigate retirement waters safely…and actually have some fun doing it. You’ve all worked hard and you deserve to enjoy this time of your lives. The ideas from this workshop can help you tremendously. They can make the fear and stress go away…because you will know WHAT you’re doing, WHY you’re doing it and WHERE it will lead you. The best part is you’re not alone…you do not have to go on this journey alone! For the past X years, my team and I have had the privilege of helping hundreds of great people enjoy this wonderful time in their lives. And we’d love to help you!

The Power Close 1 2 2 minutes 3 minutes 2 Parts EMOTIONAL APPOINTMENT

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