Presents… The Power Close Maximizing the Appointments from Your Workshops By Frank Maselli maselligroup.com
Even if you’ve done a great workshop… Some people will still be hesitant to meet you Why is that? maselligroup.com
Why don’t they set appointments? • 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 maselligroup.com
Manage your expectations • The chances of getting everyone are slim • But you don’t need everyone for the workshop to be a success! maselligroup.com
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 maselligroup.com
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! maselligroup.com
Before I explain The Appointment Close consider this… maselligroup.com
During the opening, many advisors are saying… “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? maselligroup.com
When you say… “Tonight is the first part of a two- part workshop.” • 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 maselligroup.com
An Alternative Approach 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 “How can we work with YOU?” THAT’S when you do the Appointment Close! maselligroup.com
Timing Matters 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! maselligroup.com
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. maselligroup.com
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 one-on-one meeting. • Let me just explain that for a minute. maselligroup.com
The POWER CLOSE 2 Parts 1 2 Appointment Emotional Close Ending Maximize the Leave people number and feeling great quality of about themselves appointments & you maselligroup.com
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!” maselligroup.com
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. maselligroup.com
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. What will I learn that’s new? 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 on anything that interests or concerns you specifically. maselligroup.com
Talk about the appointment How long will it take? About 1 hour What should I bring? 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 other documents…that’s great But you don’t NEED to maselligroup.com
Talk about the appointment Will you try to sell No We are not in the business of selling me anything? 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. maselligroup.com
Talk about the appointment How will I feel Happy & smart You’ll feel happy because you took a when it’s over? 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. maselligroup.com
Talk about the appointment Where will we Anywhere you like do it? Usually we prefer to do meetings in our office 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 maselligroup.com
Talk about the appointment That’s totally up to you What will the next steps be AFTER that Maybe we decide we’re a good fit and we first appointment? 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 maselligroup.com
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?
Give them something to look forward to You get a chance to talk I look forward to listening That you can use on your own You will learn some new ideas 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 maselligroup.com
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.
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 maselligroup.com
Possible Appointment Objections No problem “I don’t have my calendar.” If we have to move things around…we can do that anytime. “I’m not sure when I will be It’s the act of setting the appointment that’s available” critical to your success We will flex our schedule around you “I need to check my spouse’s schedule” maselligroup.com
Possible Appointment Objections I hope so…these are critical issues that could I want to think affect your family’s entire financial future. about everything I The problem is you won’t remember anything heard tonight 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. maselligroup.com
Possible Appointment Objections Folks…the amount of money you have doesn’t I don’t really have matter. enough money 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 maselligroup.com
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