May 2006

Frank Maselli, CIMC

Frank Maselli is one of the most inspiring, insightful and entertaining personalities in the financial services industry. He is a recognized specialist in helping financial professionals reach new levels of success and he does it with tremendous warmth, humor and passion that have earned him Top Speaker awards at many national conferences.

Frank has personally trained over 25,000 reps in advanced business-building techniques. His groundbreaking book, SEMINARS: The Emotional Dynamic is based on his experience of over 4,000 public seminars and is an invaluable resource for all types of financial presentations. His latest book, Referrals: The Professional Way is re-defining and professionalizing the entire networking process for top advisors.

Before starting his own consulting firm, Frank was Executive Vice President of IXIS Asset Management in Boston, one of the twenty largest money management firms in the world. He not only directed the highly successful IXIS Sales Team, but developed and led the firm’s unique “Advisor Academy” coaching thousands of financial advisors in practice development and marketing.

• How to understand and overcome you legitimate fears of asking
• What to say (or not to say) when a client says, "I can't think of anyone."
• How to bring up referrals with a brand new client in a way that makes sense
• How to stay on your clients radar screen and capture more "bird dog" referrals
• How to deal with the unspoken referral objections and make client fears go away and much, much more

Referrals: The Professional Way

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