The Power Close Maximizing the Appointments from Your Workshops By - - PowerPoint PPT Presentation

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The Power Close

Maximizing the Appointments from Your Workshops

By Frank Maselli Presents…

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Even if you’ve done a great workshop… Some people will still be hesitant to meet you

Why is that?

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• They lose the safety of the crowd
• They fear that you might try to sell them

something

• They don’t think they’re qualified
• Maybe they just wanted info and don’t want

to invest any more time in the subject

• They already have an advisor they like
• You simply didn’t convince or inspire them to

make any changes

Why don’t they set appointments?

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Manage your expectations

• The chances of getting everyone are slim
• But you don’t need everyone for the

workshop to be a success!

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Manage your expectations

• The chances of getting everyone are slim
• But you don’t need everyone for the process

to be a success!

• A 50% Appointment Ratio is a major victory
• Higher than that is exceptional
• Lower than that…let’s find out why
• Maybe something’s going wrong

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The Power Close can help!

• 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 impression they will experience
• It needs to leave people feeling great
• Enhance the positive impression you’ve made
• Take away their fears of meeting 1-on-1
• Set you up for a great first meeting!

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Before I explain The Appointment Close consider this…

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“Tonight is the first part of a two-part

• workshop. Part 2 will be a private

consultation where we will go over your specific situation…etc.”

I understand why they do it. I know many advisors who are successful with it. But if you’re not at 50%...consider an alternative. WHY? During the opening, many advisors are saying…

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• You’re front-loading the call-to-action before

you’ve given them any value

• You risk turning some people off right at the start
• They didn’t agree to a “two-part” workshop
• Some people might feel pressured and defensive
• The can just feel the sales pitch coming

When you say…

“Tonight is the first part of a two-part workshop.”

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Say nothing about the appointment until you’ve given them pure value, wisdom, and insight for 60 minutes. THEN When the audience is so excited about you that someone is just about to raise their hand and ask

An Alternative Approach

“How can we work with YOU?” THAT’S

when you do the Appointment Close!

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Choosing the right moment to mention the face-to-face appointment is very important. Waiting until AFTER they’ve bonded to you may increase your results!

Timing Matters

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How to Transition to the Power Close

• Folks we do these workshops for a couple of

reasons

• First, and most important we want to educate you

and clear up any confusion you may have around the whole issue of (SUBJECT)

• And I really hope you’ve taken away some

valuable information tonight.

• But there’s another reason…and I think this is

equally important.

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How to Transition to the Power Close

• We would like to be your guides on this journey.
• (SUBJECT) can be very complex and there are many

dangers and challenges you might face along the way.

• We would like to help you.
• The truth is that we are really good at this, and we are very

passionate about (SUBJECT.)

• So if you feel it’s appropriate, the next step would be a
• ne-on-one meeting.
• Let me just explain that for a minute.

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The POWER CLOSE

2 Parts

Maximize the number and quality of appointments

1

Appointment Close

Leave people feeling great about themselves & you

2

Emotional Ending

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The Appointment Close

• Talk about the mechanics of the

appointment

• Give them something to look forward to
• Make it as easy as possible to say YES

right there at the workshop

“Strike while the iron is hot!”

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Talk about the appointment

What’s going to happen? We are going to get to know each other and I will answer any questions you might have about anything you learned here tonight or questions about your own situation.

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Talk about the appointment

What’s going to happen? What will I learn that’s new? We are going to get to know each other and I will answer any questions you might have about anything you learned here tonight or questions about your own situation. A lot that we can’t discuss here because we’ve had to keep things generic and simple for a public event. But in our meeting we can go into detail

• n anything that interests or concerns

you specifically.

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Talk about the appointment

How long will it take? What should I bring? About 1 hour You don’t have to bring anything The goal of this first meeting is simply to hear your story and get to know each other There will be plenty of time to do a deep dive financial analysis later If it will help you to bring statements and

• ther documents…that’s great

But you don’t NEED to

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Talk about the appointment

No We are not in the business of selling anything to anyone. I think we proved here tonight that we are different than other financial advisors out there. We prefer to do things a much more relaxed and professional way. I pretty sure you will enjoy our approach.

Will you try to sell me anything?

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Talk about the appointment

How will I feel when it’s over?

Happy & smart You’ll feel happy because you took a positive step toward securing your family’s financial future. And you’re feel smart because you will leave that meeting with some ideas that you can use to help you reach your goals.

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Talk about the appointment

Where will we do it?

Anywhere you like Usually we prefer to do meetings in our

• ffice in case we need to reference any

information Our office is very easy to get to But I am happy to come to you or meet you for coffee or lunch if you prefer Whatever is most comfortable for you

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Talk about the appointment

What will the next steps be AFTER that first appointment? That’s totally up to you Maybe we decide we’re a good fit and we want to work together. That would certainly be great Maybe the time isn’t right or you just don’t need our level of service right now…and we agree to stay in touch Either way it will have been a very productive meeting and we will absolutely help you as much as we can

Copy the next slide into your existing

• presentation. It has the questions but

not the answers which you need to put into your own words.

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?

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Give them 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 I look forward to listening Where the magic happens They’re even smarter than me A free report, tax analysis, etc. Unlike past advisors That you can use on your own

Copy the next slide into your existing

• presentation. It has the questions but

not the answers which you need to put into your own words.

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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

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Possible Appointment Objections

No problem If we have to move things around…we can do that anytime. It’s the act of setting the appointment that’s critical to your success We will flex our schedule around you “I don’t have my calendar.” “I’m not sure when I will be available” “I need to check my spouse’s schedule”

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Possible Appointment Objections

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. It will clarify how all the things we discussed tonight might benefit you and your family. I want to think about everything I heard tonight

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Possible Appointment Objections

Folks…the amount of money you have doesn’t matter. You made a commitment to come to my workshop tonight. I don’t care if you have $5…I will meet with you for one hour to see if there’s any way I can help you. You might pick up some ideas that you can use to help you make some great decisions no matter how much you may have. And it could make a huge difference down the road

I don’t really have enough money

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Of course you do. I assume you also have a doctor, but think about this for a second. If you needed something special like a hip replacement or a heart bypass…would you go to your Primary Care physician? No…you would go to a specialist who has seen thousands of cases just like yours. In the world of financial advisors, I am a Retirement Income Specialist. There is a huge difference in skills and solutions when you get closer to retirement. It’s a highly specialized field and that’s what I do!

I already have an advisor

LOGICAL RESPONSE

Possible Appointment Objections

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Everyone has an advisor…but you came here tonight for a reason whether you know it consciously or not. You came because somewhere deep inside you sense that you could or should be doing better things with your money. I’m not saying you’re angry with your current advisor…I’m sure they are nice people. But there’s something missing. Some part of you is looking for a higher level of care,

• f guidance, of intelligence, or protection.

Even if it’s just a second opinion that you’re on the right track…don’t waste this opportunity. Our meeting will absolutely be valuable to you!

I already have an advisor

EMOTIONAL RESPONSE

Possible Appointment Objections

Copy the next slide into your existing

• presentation. It has the objections but

not the responses which you need to put into your own words.

Don’t miss this chance!

“I don’t have my calendar.” “I want to think about everything I heard tonight.” “I don’t have enough money.” “I already have an advisor.”

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The Emotional Ending

• This is the final thing you say to end the event
• It’s upbeat, positive, and inspirational
• It’s designed to leave them feeling really good

about the future…and about you!

• Don’t show the slides
• You need to internalize this message and focus on

the audience

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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!

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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.

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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.

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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.

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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.

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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!

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The Emotional Close (for print)

• 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!

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The Power Close

2 Parts

2 1

APPOINTMENT CLOSE EMOTIONAL ENDING

3 minutes 2 minutes

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The Basic Appointment Card

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Workshop Evaluation Form

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Add your company logo!

YOUR LOGO

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Benefits of Appointment Card or Evaluation Form

• Look professional
• People like to fill stuff out
• They like choices
• They don’t need to move
• It’s totally private
• No pressure
• You gather information
• They can write down questions

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Other Techniques Can Work Too

Thursday 10:00-11:00

Post-It Notes Calendar Boxes

Warr rren Buffet

Tom Brady

Bruce Springsteen

Taylor Swift

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Benefits of Appointment Card or Evaluation Form

These can be customized specifically for you! Maselligroup.com/the-store

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The Power Close

• Cements the positive energy you

built during the workshop

• The best chance to set the most

appointments

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Okay…that’s it!

Try the Power Close If you have any questions…

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Contact your White Glove coach

• r

Reach out to me anytime!

frank@maselligroup.com 919-329-2723

Thanks!