Many of these tools are related to seminars, but several are not. Seminars are not the only way to grow and succeed. I think they’re the best way, but you might find value in some of the other tools that I’ve created. So please download anything that looks interesting to you.

Here are some sample PPI questions you can use. These are only a start. You can talk about anything you like on this interview. This is YOUR STORY! I’m here to help you tell it in the most compelling way possible that audiences will love! Click HERE or on the image to download the questions. Click HERE for the Word.doc of these questions

The advisor/wholesaler relationship is one of life’s great mysteries. At best…it’s a fantastic partnership between top pros who can truly help each other and bring clients tremendous value. At worst, it’s an extreme irritant that leaves everyone annoyed and wastes potential. This is a “love letter” of sorts from an advisor to a great wholesaler. You may find it valuable.

The Personal Profile Interview might be the single greatest marketing tool I’ve ever come up with. (And that’s saying something!) It is the cornerstone of your seminar handout packet. People will read your interview cover to cover and fall in love with you before the workshop even begins! It’s an absolute goldmine that will dramatically increase your appointment ratio. It tells your story in a way that nothing you say could ever match. And because its in print, it adds two critical elements that other mediums do not. One is gravity. Someone actually interviewed you! The second is the “re-read factor” which lets people absorb your story at their pace. That’s 10X better than a video or a website blurb. Download the starter kit and learn more about the PPI.

Followup is critical to the success of your events. The F.E.V.E.R. Model will give you a complete process for maximizing the appointments you set after a workshop. The word “fever” is aptly chosen because these folks are “hot” for you after the seminar. But they cool off fast if you don’t act intelligently and immediately! Don’t let your seminar efforts fall short because of slow or inept follow-up. You put on a great event. Now it’s time to turn that into fantastic relationships.

The close is one of the three most critical parts of your workshop along with the opening and the Q&A session. Mastering a great close will increase your appointments and set the stage for a positive engagement AT those meetings. There are many ways to close and this is a simple one that will help you.

Social prospecting is where you personally know people who might benefit from your skills BUT…they are friends, relatives, members of your club, neighbors, etc. Prospecting these folks takes a very special approach or else you run the risk of being ostracized (cut out of the group.) This is the only method I’ve found that avoids that peril. It actually makes you look heroic rather than salesy. It could open you up to a world of great clients — people you really care about!

Annuities seem to be a controversial subject. That’s very unfortunate because there is no other financial instrument that can do what annuites do for clients. If you call yourself a “fiduciary” and you’re not at least considering a viable and appropriate annuity solution, you’re hurting them and making a huge mistake.

This is a basic “Evaluation Form” I recommend for a workshop. I use this mainly to gather information since audience evaluations are not that valuable. People always say nice things, but IMO, the only “evaluation” that matters is “Did they set an appointment?” This will give you some insight as to their hot buttons and increase your follow-up effectiveness. It can be customized for a very low fee, or you can do it yourself. Email me at frank@maselligroup.com if you’re interested.

The question of WHERE to hold your workshop is pretty easy to answer. This chart will show you the Pros and Cons of most facilities you might choose. There are three clear winners, but others may have a certain appeal for “out-of-box” thinkers.

Webinars absolutely CAN work! These virtual programs could create an evergreen stream of new prospects without anyone needing to leave their home. But there are major differences between live and virtual programs that you must know. The skills are very different. And the things that might make you a fantastic “live seminar” speaker might actually work against you in a webinar. For example, it’s nearly impossible to “read the audience” on a webinar. So you have to punch up your delivery in key spots to have the same impact. Learn more here and reach out to me if you’re thinking of doing a virtual program.

Click on the image to download a tool to calculate the Return on Investment (ROI) from your seminars.

Goal setting is a critical skill that is often misunderstood. This free audio training program will help you set better goals with a much higher chance of success. Click the image or HERE to download the audio. It will absolutely help you!

The Harbor Pilot Close is a fantastic way to end your workshop on a high note and maximize your appointments. It differentiates you in a very positive way from other advisors and gets people to think seriously about the kind of help they truly need as they approach retirement. Click the image or HERE to download the PowerPoint.

The Harbor Pilot video is a quick example of how you might want to use this powerful close in your workshop. Click HERE to view.

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Toolbox

Many of these tools are related to seminars, but several are not. Seminars are not the only way to grow and succeed. I think they’re the best way, but you might find value in some of the other tools that I’ve created. So please download anything that looks interesting to you.