Articles, Tools & Links

Download publications and other printable resources that will help you improve your practice and enhance your client relationships.

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The Personal Profile Interview (PPI) Guide

The PPI might be the single most powerful marketing idea I’ve ever developed and this guide explains how it works. It can double the number of appointments you generate from your workshops and has many other uses.

The PPI is a customized, 4-page printed interview that tells your story in a uniquely professional way. The power of print is huge because it gives people a chance to absorb your story at their pace.

They read and RE-READ it cover to cover! The best part is you don’t have to be a great writer. Just tell me your story and I will create this for you! It can be targeted to any audience you wish to reach and it’s 100% compliance approved. Download the PPI Guide and interview samples and see how this amazing tool can help you and your team. If you have any questions, call or email me anytime.

Workshop Closing Script

What you say at the end of your workshop can make a huge difference in the number and quality of appointments you set. Here is a simple script that works for any type of workshop. It can be delivered in under 4 minutes and sends the perfect emotional message you need to help people make that decision to come see you.

The "FEVER Model" for Workshop Follow-up!

Setting appointments with seminar attendees has never been easy. Obviously, the quality of your presentation matters a lot, but that’s not the only variable. There are many reasons people are afraid to commit to a one-on-one meeting. In all cases, a really strong and professional follow-up plan can help a lot.

The “FEVER Model” is designed to keep people “hot” for you after the program is over. It takes a little planning and effort but it might be the difference between profitable success and the costly failure of your entire workshop marketing strategy. If you have questions or want help…reach out to me anytime. I absolutely LOVE this stuff!

It's time to get active!

Most advisors stay away from seminars and workshops in the summer. That’s always a big mistake, but it’s especially wrong right now. People are panicked about their money. This is the perfect moment for you to add some real value. Scary times are when your skills and perspective are most in demand. Even better…people are more willing to hear a new voice in times of uncertainty. And man do we have uncertainty? Please!

This article contains two critical suggestions if you plan to do any workshops right now. Download it and reach out if you have any questions.

What to say when you hear: "I Want To Think About It!"

In the world of Harry Potter, the killing curse was “Avada Kedavra!” In our world, a prospect can kill a relationship with “Iwanna Thinka Boutit!” At this point, most advisors slip reflexivly into “sales mode” and try to counter and overcome the objection. But that has the effect of strengthening the curse and deepening the resistance.

Learn the modern counter-spell and never fear “Lord Voldemort” again!

Thriving on C.H.A.O.S - 5 Success Strategies for Scary Times

Difficult times are when clients need you most and when top financial professional shine brightest. The word CHAOS contains a simple but powerful strategy for conveying genuine value, calming and helping your people and differentiating yourself in a crisis. Download this white paper today!

*BTW…if you are a manager or a great wholesaler looking for a tremendous “value-added” training program for your advisors, consider booking a live or virtual presentation of “Thriving on CHAOS.” It’s powerful, fun and and VERY actionable with many take-aways and tools your people can use to get active immediately.

Call me for more info and pricing at 919-329-2723 or email frank@maselligroup.com

A Great Way to Explain What You Really Do for People

A Harbor Pilot is a highly skilled specialist who guides ships of all sizes safely into port. This extremely dangerous part of the journey is just like retirement. There are hundreds of hidden hazards that can sink a client’s financial future. And it takes unique talents and knowledge to navigate them. That’s exactly what you do every day!

Download this article and make this powerful story part of your client or prospecting conversations.

The Psychology Of Referrals

Asking for referrals or introductions from your best clients or from centers-of-influence isn’t easy. And the techniques we’ve all learned over many decades simply don’t work anymore. This article will explain why and what you can do to make referrals a successful part of your business with modern clients. No more “begging for names” or uncomfortable arm-twisting. Time to learn a new way!

Virtual Presentation E-Score

Delivering great virtual workshops takes new and different skills than a live program. But the key is still your ability to reach the audience on an emotional level.

Take this short assessment and see how good you are. It will help you maximize the business results of your events.

If you would like to discuss your score, email the file to me at frank@maselligroup.com and we can set up a FREE CONSULTATION.

Webinars: 6 Pro Tips

Webinars are all the rage right now. And they can be great even after “social distancing” is over. But to do them well, you need some advanced skills. They’re not like a typical live presentation. In fact, in many ways they’re a lot harder. For one thing, as the presenter you are not able to “read the room” or draw energy from the audience. It’s all push and no pull. That calls for changes in your delivery and in your program.

These tips will help you make your webinars much more enjoyable for your audience and productive for you.

Annuities and the F-Word

Relax…the “F-Word” is Fiduciary. And to genuinely BE a fiduciary means you MUST consider annuities as part of your arsenal of financial solutions. Clients face many dangers in retirement, but for most the biggest one is running out of money. A great advisor would never allow them to face that risk without exploring annuities as a solution. There is simply no other set of instruments that can duplicate the amazing benefits of annuities. Granted, they’re not for all situations, but you owe it to the client and yourself to recommend them where appropriate.

The Price Was Right

This is a fun little game you can play with any workshop audience that will get them thinking, laughing, and totally engaged. PLUS…you get to teach them about inflation and the impact over their lifetime. Download the PowerPoint. It’s FREE!

The Amazing Power Of The Q&A Session!

The Question & Answer segment of your workshop is absolutely critical to your success. But many advisors seem to be skipping this…and it’s a HUGE mistake!

There’s no need to hide from questions anymore!

This new white paper will show you why and how to do a simple but super-effective Q&A that will dramatically enhance your stature and increase your appointment ratio.

The Workshop Self-Evaluation

Take this little quiz and see how your workshop scores on an emotional level with your audience. Remember, there are 9 Critical Emotions you must hit in a presentation to maximize your impact. If you are setting appointments with less than 50% of the attendees (live or virtual) you may need to boost the emotional messaging and wasting thousands of dollars every time you speak. It’s totally fix-able! E-mail me if you would like some help.

Chap. 16 - Speaker Nightmares

This is the the chapter in my book (Seminars: The Emotional Dynamic) that deals with speaker “nightmares” like the sniper, the griper, and the SOCK. It goes into detail on how to handle difficult people if they pop up at your events.

The Appointment Card

This is a very simple card that you can download and have printed for your workshops. It gathers all the important information and gives people choices for date, time, and location for this critical first appointment. You can print 2 half-page-sized or 4 quarter-page-sized cards. For a small fee we can send this to you with your company logo on it. Email frank@frankmaselli.com if you’re interested.

The Financial Lifeguard Challenge

The Lifeguard Model is based on the reality that we are a life-saving profession…infinitely more valuable than we think or than the media portrays us. Take this simple test to see if you qualify.

The Social Prospecting Script

Every advisor knows people with money. They might be relatives, former co-workers, personal friends or social acquaintances. You would love to have some of them as clients and they could benefit from your expertise BUT…asking personal social contacts to do business is brutally hard to do without looking salesy.

I have found a way! This will help you bring up the subject of doing business without pressure. You will look like a hero instead of a salesperson.

Lifeboat Drill

Lifeboat drill is one of the most critical conversations you can have with your top clients and prospects right now. It will demonstrate that you are a proactive and intelligent professional who is constantly on guard for trouble and opportunity. It will also help you consolidate client assets and generate referrals.

Download the entire script and give it a try.

Advisor Letter To A Wholesaler

The old world of product wholesaling is dead! To survive and thrive in the new profession wholesalers need to embrace their true value as trusted partners and start using new techniques to help advisors succeed. Check out this letter to understand what this new world looks and feels like.

The Conviction Pyramid

Conviction is the rudder of your ship. It is a set of beliefs, attitudes and actions that keep your business on course every day. No one can give you conviction, you have to build it yourself and The Conviction Pyramid will get you started in just three steps.

The 6 Ps – A Guide for Understanding & Marketing Managed Money

This article is a quick reference guide for understanding and marketing managed money and mutual funds. It will help you get comfortable with the essential elements of any story.

The Professional Conversation

Active listening is a powerful skill that will dramatically enhance tone-pager will get you started and keep you on the right track.

Active Listening

Active listening is a powerful skill that will dramatically enhance the quality of your client relationships and differentiate you from your competition. It’s easy to learn but requires regular practice to master. This one-pager will get you started and keep you on the right track.

12 Question Psychological Interview

These 12 questions will help you build great relationships and can be used in almost any profiling scenario. The answers reveal what type of person your client is and the best way to work with them. Don’t use these in rigid order from 1-12, but instead let them guide you through a natural and relaxed discovery process.

Read about Active Listening before you implement this interview.

The Rule Of 2

Setting the right goals is essential for success. And the only goals you should set are the ones you can control…which is why it’s better to focus on ACTIVITY. Here is a simple list of suggested activity goals that will drive your business success.

Prospecting Program Flyer

This training program is designed to help advisors get back to growing their business with modern skills and techniques that actually work! Click below for a one-pager that explains some of the details.

Frank Maselli Offers Custom Tactical Coaching Programs

Frank will customize your private tactical coaching program to address your most important and impactful methods of practice. During this session, Frank will help you identify strategies to improve your day-to-day work flow, how you interact with clients, and ways to strengthen your practice that can provide tangible results.

Private coaching sessions are for individuals or management teams.

Read about Custom Tactical Training Programs.

Phone: 919.329.2723
Email: frank@maselligroup.com

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