Training

Annuity

Seminar

Resources

Business

Home

Seminar #1

Seminar #2

Seminar # 3

Seminar #4

Seminar Training #2 - The Opening and Closing

Objective - The opening and the closing statements will be the most critical steps to getting the results you want during the seminar. Are you willing to tear $100 in half to impact your prospects?

WHAT DO YOUR CLIENTS SEE

When we are in front of the client, we should see ourselves from the client's viewpoint. 

• We are salespeople (giving free food)
• We are dressed up in suits, ties, etc (Professionals)
  
• We all want their business, and what they want to know is, what is the catch?
  

Seminar Opening (Hooks)

Start with High-Impact "Hooks" 

• Highlight "What's New" 
• Address Immediate Pain Points
• Use a Compelling Story
• Share a "Big Win"​

Seminar Closes (Fear / Greed)

​Close on Emotions

• What happens if they do nothing (Fear)
  • End of year tax expiration
  • Cost of doing nothing
    
• What will they get by asking for help (Greed)
  • Retirement Analyzer
  • ROTH Conversion

Three ways to start an opening 

• (BEST WAY) Storytelling that compels the audience to want to know what you're about to say in the story.  (6:27 marker)
• Factoid that shocks the audience
• Start with a question that matters to the audience. (How to phrase a question)

BECOME A PUBLIC SPEAKER PROFESSIONAL

Check out more content on his channel

Channel

Four steps to begin any presentation
STAR Accronymn

• Start with a surprise
• Tell them the takeaways (What is in it for them)
• ​Articulate your Authority
• Reveal the Road Map (where you are taking them)​

STAR VIDEO

Story Telling

Killer Introductions

• Avoid the Small Talk and get their attention
• No housekeeping
• Take a deep breath
• How to Open
  • Story Telling (into the world of imagination with a past, present, and future, and takes the audience on a journey, no more than 60 sec)
  • Pose a Question - How many of you have experienced (Rhetorical Question) to get them to think in line with your topic and take them from distraction, to engagement.
    Start with a Quote - Borrow credibility from an authority figure for the topic you're going to address.
  • Fact of Figure - Big headline that captures their attention, giving them a clear HOOK to engage their intellectual minds.
  • IMAGE / VIDEO - This will capture their minds and emotions, especially video. 
  • BONUS TIPS
    • ​Before you begin, pause, take a deep breath, and look at the audience. This will relax you both.
    • Smile at the audience, and everyone will enjoy the mood you set with them.

---

​Hand Gestures speak volumes

• Be Relaxed - don't grip hands, or hug your arms, face touching
  
• Hand Positioning - Keep hands between eyes and navel. Use wide, calm gestures and not all right in front of you, but wide. 
• What you hold matters - Don't hold hands, hold pens, as this is distracting. If you use a clicker, keep it in one hand and do not toss it back and forth
• Be Deliberate -  Use them to illustrate, counting, is it big, but not repetitive over and over, try a variety.
  
• Hands in pocket - Keep your hands out of your pockets other than a quick rest if to pause on purpose. 

---

The Dos and Don'ts of speaking to the public

• Start with Stories
• 01:08 Don't #1 Technicle
• 01:27 Don't #2 Never mention being nervous
• 02:07 Don't #3 Never give a half-hearted welcome
• 03:07 Speech opener #1 Use Stories
• 03:57 Speech opener #2 Your big idea
• 04:43 Speech opener #3 A quirky One Liner (Be intriguing and be creative)
• 06:05 How to end your speech (Learn more: CLICK HERE)

---

TAX SEMINARS

Tax Preparation

• Backward Looking
• Single Year
• Compliance
• Standardized

Tax Planning

• Forward Looking
• Lifetime (and beyond)
• Strategy
• Unique to You

TAX SEMINAR OPENING SEQUENCE
​THE PURPOSE

• Tonight, this is about changing your life and making sure you keep as much money as possible

Let me ask you a question

• ​How much of your money, if this represented your retirement, is taxed? (What rate, 30%, 40%?)
• RIPS the money (Emotional Reaction)

WHAT ARE YOU PROMOTING

• Retirement Planning
• Social Security Planning
• Insurance Planning
• Pension Planning
• Investment Management​
• ​Legacy Planning
• College Planning
• Wills/Trust Services
• Estate Planning
• Charitable Giving

---

Birdseye Tax Seminar

Tax Webinar (another perspective)

Birdseye Tax Seminar SEQUENCES

OPENING SECTION

• Introduction - Humorous opening (About our hair, being twins... Be careful, humor can bomb)
• Power Opening - Ripping Money, emotional reaction
• The Challenge - How to keep more of your money
• Agenda - What we will cover (and introduction to our software)
  • ​Importance of tax planning
    
  • Retirement Tax Risks
    
  • Planning strategies to minimize taxes
    
  • Special Bonus
    

CALL TO ACTION

• Appointment Close - They can book and get a complimentary session and answer your questions.
• Emotional Close - If you don't take action, most of these tax codes expire at the end of the year (Fear of losing out)
• Third Part Offering - Be a resource for the client to come to you with their questions, such as for wills and Trusts, for tax mitigation, etc
• Software offering - Give something of value
• Book Offering - Create scarcity, motivation to take action 
• SURVERY - What are your concerns​ (PDF / Word)

Frank Maselli

THE ASSIGNMENT
- Master the Opening and Closing Sequence
- Order your Fake Money today!!! (MONEY LINK)

BECOME AN EXPERT...

Master the Art of Financial Seminars with
Frank Maselli

• Youtube Channel
• Recording #1
• Recording #2
• DOWNLOAD - Closing Script