November 2007

This month's topic...

Concierge Consultation Dinner Meeting
"The First Blind Date"

This month's guest speaker is...

Frank Maselli

Frank is a graduate of Lafayette College; Mr. Maselli is a Certified Investment Management Consultant, a member of IMCA, MENSA and a private pilot. He 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.

During this call you will learn how to:

• Build personal rapport with prospects
• Learn about their needs and how you can help them
• Differentiate yourself in their minds
• Secure a second appointment

PLUS:

• What to talk about at your first meeting
• Open ended and closed ended questions
• Active listening / You’re dating again
• The Psychological Interview

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