Maximize Business Impact with Seminars & Workshops - Expert Tips and Strategies

1. SEMINAR MASTER CLASS By Frank Maselli

2. Frank Maselli • Former US Army Officer • MBA Univ. of MD • 35 years in the business • Advisor, Mgr, NSM • Over 3,000 seminars • Marketing expert & coach • Author, speaker,

3. 3 TIME BEST-SELLING AUTHOR

4. When you work with White Glove Workshops • Coaching • Advanced training • Seminar evaluations FREE Contact your WGW Rep

5. Why Workshops Work

6. Why Seminars Work • They highlight YOU! • Great for prospects and clients • Leverage your time • Educate the right way • Make you a better professional • Generate referrals • Speak with passion • Have fun and use your “Unique Ability”

7. OK…you sold me! Now what?

8. 10 Basic Workshop Rules

9. 10 Basic Workshop Rules • Know your material cold • Arrive 90 minutes early • Begin and end on time • Look and act professionally • Make your guests comfortable

10. 10 Basic Workshop Rules • Keep it simple • Prepare for tech failure • Don’t pitch products • Follow-up immediately • Have fun!

11. 10 Basic Workshop Rules • Know your material cold • Arrive 90 minutes early • Begin and end on time • Look and act professionally • Make your guests comfortable • Keep it simple • Prepare for tech failure • Don’t pitch products • Follow-up immediately • Have fun!

12. The Workshop Agenda

13. The workshop agenda • Guests are greeted • Appetizers • Admin announcements • Your introduction • Power opening • Teaser (10-15 min) • EAT FOOD • Transition • Workshop body • Recap • Question & Answer • Call to action • Your commercial • Appointment close • Power close • “Good night!”

14. ? The big question… How do I maximize the business impact of my seminars and workshops?

15. The Emotional Dynamic

16. The best workshop… EMOTIONS

17. An emotional process Carl Jung “Emotion is the chief source of all becoming conscious. There can be no transforming of darkness into light or of apathy into movement without emotion.”

18. One giant emotion… TRUST But that’s too big!

19. 9 Critical Emotions Like Understanding Respect Confidence Happiness Fear Action Change Enthusiasm

20. 9 Critical Emotions L - Like U - Understanding R - Respect C - Confidence H - Happiness F - Fear A - Action C - Change E - Enthusiasm “LURCH FACE”

21. A seminar workshop is… an emotional train ride!

22. The 9 Emotions LIKE

23. Getting people to like you • An old saying… • You’re already likeable • Beyond natural charm • Workshops have many variables

24. Getting people to like you • The invitation • A welcome feeling

25. Getting people to like you • The invitation • A welcome feeling • Physical comfort

26. Physical Comfort! • Always use tables • Spread people out • Check the environment • Temperature • Lights • Sound / Music • Aroma

27. Getting people to like you • The invitation • A welcome feeling • Physical comfort • Food

28. People like to eat! • Puts them in a good mood • Social interaction • Says you care • This will be fun

29. Getting people to like you • The invitation • A welcome feeling • Physical comfort • Food • A sense of humor

30. Humor • Relaxes people • Lightens the mood • Let’s them have fun • Helps them open up • Enhances the relationship

31. The 9 Emotions UNDERSTANDING

32. Help them understand • The Hour Glass structure • Logical flow • Visual builds

33. 100% EAFE B The Efficient Frontier Lowest Risk Higher return % Same Risk Higher return RATE of RETURN A 100% USA RISK “Standard Deviation”

34. 100% EAFE B The Efficient Frontier Lowest Risk Higher return % RATE of RETURN Same Risk Higher return A 100% USA RISK “Standard Deviation”

35. MFJ Tax Brackets - 2016 https://www.irs.gov/uac/Newsroom/In-2016-Some-Tax-Benefits-Increase-Slightly-Due-to-Inflation-Adjustments,-Others-Are-Unchanged

36. Help them understand • The Hour Glass structure • Logical flow • Visual builds • Jargon

37. Help them understand • The Hour Glass structure • Logical flow • Visual builds • Jargon • Check the map • Analogies

38. Analogies make connections • Compare something new with something familiar “The stock market is like…” “Inflation is like…” “Dividends are like…” • Use images

39. Images help

40. The 9 Emotions RESPECT

41. Capture and keep respect • The teacher image • Be introduced • Point 1 • Point 2 • Point 3 • Please welcome…NAME

42. Seminar Timeline END START When do people decide to work with you?

43. Many ways to open • Plain vanilla • Joke • Quote • Audience participation • Alarming statistic • Imaginary situation • Outrageous behavior

44. The Power Opening • Grab them • Get them excited and engaged • Make you look different • Sets the tone for the event • An example…

45. Capture and keep respect • The teacher image • Be introduced • The “Power Opening” • Audience control • Use your words • Speak with authority • “The work I’ve done…”

46. The 9 Emotions CONFIDENCE

47. Building Confidence • Two kinds • Facts & Statistics • Stories & Quotes • Factoids • Master the Q&A

48. Presentation Building Blocks ACTIONS CONCLUSIONS STORIES QUOTES OPINIONS FACTS STATISTICS

49. Framing the statistic Yawn “98% of Retirees will need government assistance or family help to survive.”

50. Framing the statistic WHO? WOW! “98% of Retirees will need government assistance or family help to survive.” WHAT? HOW? WHY?