POWER CLOSES1.

Performance CloseI have opened many accounts identical to this one,

on a small (shares) trade for a couple of thousand dollars and now they are some of
my biggest clients. They realized that with a down side limited to such an
insignificant amount, it was worth the shot to see if my firm and I are as good as I
said we were. And you know what? They are still my clients here today! As far as my
firm goes, we have a niche in the market that has been making a fortune for a select
group of investors for years. Let me as you a question? If we pick up a block of
(shares) and I am totally wrong, are you going to be receptive to my next idea?
Exactly! Let me ask you this. If we pick up the stock and I am totally right do you
think you are going to listen to my next recommendation? Of course, you would! If I
am wrong I don't get a second chance, if I am right, I have credibility.2.
Performance CloseLet me say something with all sincerity, I do not care if you take
one share or 10,000 shares. What I am looking to do here is get a base hit.
Typically, this is what will happen. You will pick up a couple hundred shares of a
(current price) stock and it will go to (higher price) and you will make a nice
piece of change. I will give you a $15 stock that will go to $20, but there will
come a time when we have a relationship built and you trust me. You will take a 50K
position in an area of the market I specialize in, the stock will triple and I will
make you 1/4 million dollars on one trade. Not overnight but when my performance
warrants it. My firm has turned the average investor into millionaires and the
millionaires into multi-millionaires. Not on one trade, but on a series of 3-4
transactions over a l-2-year time frame. Believe me, I am not coming back to you
with an ideal recommendation or the stock of the day. We follow a business plan and
the plan is to work small in the beginning and over a series of winners, work
bigger and better.3. Money Close(Prospect) I deal with the most sophisticated
investors, presidents and CEOs from Maine to California. Decision makers- not
accountants, controllers, or VP’s. This is not a very difficult decision. We both
know you can jockey around and get your hands on a couple of thousand dollars.
Let’s not kid each other, I didn’t just pick up the phone book and dial your
number. I know you are a man of substantial net worth or I would have been off the
phone 15 minutes ago. Groping for excuses not to do this serves absolutely no
purpose! Right now (stock) has tremendous upside potential for reasons you already
know. Opportunities like this do not come around every day. Pull the trigger on
(shares) with a(amo1mt) downside. Allow me the privilege to guide you in at exactly
the right price, but more importantly what other brokers do not do, guide you out
over the short term with a nice profit. Over the next twelve months you are going to
realize this was the best call you have ever received from a broker. You are going
to thank me for giving you the little push you needed today. Give me the shot, and
you will be very impressed!4. Reputation CloseWhat I’d like you to understand
(prospect) is that our investment banking division literally made its reputation in
the (industry) business. In fact, we represent companies like.... If you Wait until
the rest of Wall Street recognizes what we are discussing here today, all of the
opportunity for dramatic capital gains will be gone. We are banking our reputation
on this company. Please remember, this is vastly undervalued situation that, as of
yet, is unrecognized. This is our opportunity to be first and I am sure that is what
you really want isn’t it?5. Fear of Loss Close(Prospect) you are going to be
concerned about the merits and timing of a stock recommendation just one time.
That’s the day you open an account with (firm) and invest your money. But you are
going to be concerned with the performance of your stock portfolio for the rest of
your life. You have already agreed that (stock) is undervalued and should trade at
a much higher price. Wouldn’t you agree that (firm) deserves your trust, just this
one time, so you are able to start a relationship that will increase your net worth
for a long as you like?6. Comparison CloseYou see (prospect), investing on Wall
Street is a very simple game. Please don’t misunderstand me, it’s not easy, but it
is simple. The secret to coming up with the best investment opportunities is to
compare and contrast. For example, if the average company in the industry is
growing at 12% and out company at 25%, we are well above average, aren’t we? Firm)
has compared (stock) to countless other companies in this industry and, as their
investment banker, we are convinced this is the #1 opportunity to make you money in
this market. Our firms reputation as experts in the business is unquestioned and
second to none. I would hope this is the type of expertise you want on your side,
isn’t it?7. Timing is of the Essence CloseWhen (firm) makes a recommendation, we’ve
already made a decision not only as to the value but also to the timing. There are
the only two requirements you have to satisfy to be successful whether you invest
in antiques, paintings, real estate, or stocks. To make money, all you have to do
is get a good value and invest at the right time, before it goes up in price. That
makes sense, doesn’t it? We’ve already agreed that (stock) represents exceptional
value, haven’t we? In terms of timing, if (firm) determined that we should make this
investment in 2 weeks or 2 months, we would have contacted you at that point.8.
Four Question CloseThere are only four questions you need to ask yourself, and you
have already agreed to the first 3. Does the idea make business sense? Is this
company undervalued? Can you afford it? The only question remaining is WHEN DO YOU
WANT TO START MAKING MONEY on this investment? Obviously, that decision is up to
you, however timing is crucial since (stock) is trading higher every day. We both
know the greatest profits are realized when you are the first to invest, so doesn’t
it make sense to start booking those profits today?9. Performance CloseI have opened
up many accounts in my career identical to this one, I have many substantial
clients throughout the country that were identical to you. They opened up on a few
thousand-dollar’s worth of stock, they realized with a downside limit to such an
insignificant amount, it was worth the shot to see if myself and my firm are as good
as I said they were. You know what?? They are some of my biggest clients today and
I have had a major impact on their net worth. What I am saying is this, give me one
small shot, the same shot I am asking for today. Give me 1% trust and confidence on
just 100 shares and I will bang my head against my desk, put my back up against the
wall to earn the other 99%. . .alright?10. Timing is of the Essence CloseListen,
(prospect), on the first trade size is irrelevant, all I ask is that you buy when I
tell you to buy and more importantly sell when I tell you to sell. Now if you do
that and judge me on the percentage gains, you are goanna want to work bigger down
the road.11. Comfort Close(Prospect), the hardest thing to do as far as a potential
new client is the first trade. It is like buying your first home or first business.
Let’s face it, your first step is the hardest. I am not looking for a one night
stand. You married your girlfriend, right? Let me ask you a question, you met your
wife, but you did not jump into bed with her on the first night, did you? Of course
not!! Maybe you held her hand or maybe even kiss. Well look, I am not looking to
jump into bed with you or even get a kiss, simply want you to hold my hand with 100
shares and 3-6 months you are goanna want to get into bed with me quite frankly. I
am not that guy (hahaha) So do the 100 shares not because it’s good for me, but
because it is good for you.12. Performance CloseLet me ask you a question. How many
years have you been in the market? How many accounts have you opened in the past 3
years with brokers? Let me tell you why: everybody comes to you with ideas but no
one has really made you money. I am telling you I can end this!13. Competition
CloseLet me ask you a question. How many years have you been in the market? How
many accounts have you opened in the past 3 years with brokers? Let me tell you
why: everybody comes to you with ideas but no one has really made you money. I am
telling you I can end this!14. You Deserve It CloseDuring your lifetime, you’ve
accumulated a good sized net worth, haven’t you? As an investor, you have been
singled out by (firm). In fact, your name was given to me by one of our Senior
Officers. From our discussion, I get the impression that most of the advice you
receive comes after the big boys are in. Don't you think you deserve to start
getting that advice at the same time the institutions do? You owe it to yourself to
do business with us. You have already agreed that the idea is undervalued and can
increase your net worth. That’s what you really want, isn’t it? Can you really
think of any reason why you should deny yourself the opportunity only given to
successful people like yourself?15. Performance CloseNow, (prospect) on this news,
I am going to all of my clients and prospects just understand we don't have the
luxury of a track record, even though the (stock) “BIG WINNER” (price) to (price).
It’s water under the bridge, everyone gets a second chance. Since “YOU” are a new
account, I don’t want you to buy any more than just 500 share of this company
“THAT’S IT!” (grand), keep in mind with a 1 point stop loss) your maximum downside
is (bucks), don’t even think that’s goanna be the case. (Prospect) you give me l
month, that‘s ALL I NEED. You mark it on your calendar and I’ll do
the same, and if this company does not do exactly as I said it will just like
(previous recommendation) (price to price) you call me up and fire me as your
broker, better yet, I will call YOU and fire myself and ask you just two things. . .
1, where you want me to wire your funds to and 2, Where I should SHOVE my telephone
because I simply did not do my job. 1 month, (% point) downside protection, on 4
shares) when all is said and done your percentage gains look to be nothing less
than staggering. (Prospect), what do you say?POWER PHRASES1. I am a successful
broker and I make a very good living. Do you know why? It is because my clients are
successful because they listen and move on my recommendations, and more importantly
I guide them out at the right time.2. I want to be the one to tell you about
opportunities before you hear about them somewhere else, like the golf course.3. A
broker has but one commodity to offer his clients, and that is service. I’ll handle
and service your account the same way I would my own. I’ll be in touch with you as
often as I need to be. I will advise you on the sale of your securities. All I am
going to ask of you is first, when I recommend we sell, lets do it, and second after
I have shown you a return you are satisfied with maybe you could recommend an
investor or two.4. This isn’t something I want you to do; this is something you
need to do for yourself.5. Give me just 1% of your trust and confidence and I will
earn the other 99%.6. This account will come back to you in spades7. Lets get
started here on (shares), in the future when I earn your confidence, we will work
bigger8. Work with me here, it will be the best decision you will ever make.9. You
are going to be a client of mine for life10. All I ask is when I am right, we work
a lot bigger in the future11. All I ask is when I am right, we never work this
small again12. All I ask is when I am right, you send me a few referrals13. If this
stock does half as well as I say, we work a lot bigger in the future14. If this
stock does half as well as I say, we never work this small again15. If this stock
does half as well as I say, you send me a few referrals16. Judge me on % gain basis
and in the future you are going to want to work bigger and better17. If I am half
right, we go out for a steak dinner on you.. ..is that fair enough?l8. Within one
year, I am confident I will be handling the bulk of your portfolio19. Let my
performance speak for itself over the next 60-90 days20. I think the only problem
we are going to have over the next few weeks is you didn’t know me well enough to
pick up more.21. Don’t deny yourself the opportunity to benefit from JTF’s
institutional timing.22. You know this is the right investment, and you have to own
it!23. You can buy this with your eyes closed!24. We want to make you money here
more than you do. ..We want a long-term relationship, not a one night stand25. We
are not interested in the number of shares you buy, We can always buy more on the
way up if you like.26. Use this company as a benchmark for all of our future
business27. Please listen closely, I’1l be brief28. When the market is up, I am a
seller, when the market is down, I am a buyer29. Our single most important asset is
our reputation. Wealthy people in America have trusted us for over 15 years. While
we are aggressive from time to time with some of our capital, we never gamble our
reputation, we simply have the best credentials on the street30. You have an
opportunity to work alongside some of the smartest money managers of Wall Street31.
Read those numbers back to me!32. We know what we’re doing. . .We’re the best in
the business.33. We’re the investment banker, don‘t you think we know?34. I am
looking to for an opportunity to prove myself one time, a benchmark of performance
35. Clearly, being ahead of the crowd makes the difference between outstanding
performance and mediocre performance36. We are quietly taking a position on this
company37. I got successful by spending my time with winners38. The value wont last
at these levels39. Give me the opportunity to show you how we manage your money40.
(Stock) is at a level at which we don’t believe we’ll see again. . .This is a last
chance saloon!41. I am just talking to you as a businessman. The numbers make
sense. Its not a sexy story. . .If it was sexy, I wouldn’t be showing it to you.42.
You don’t see that, a guy that’s been in five businesses.43. Hey, no problem, I read
you loud and clear!44. I am just looking for an opportunity to earn your confidence
45. The numbers speak for themselves, lets do the math together46. The risk is
boredom47. That’s the whole key!48. You know something, 99% of the people I talk to
say that, and that‘s exactly why I am coming to you today. ..Do you understand what
I am saying?49. I have a friend who is a very successful retailer, not because he
sells high, because he buys cheap50. I am just your eyes and ears into what the
smartest money on Wall Street is doing.51. Do you see the opportunity?S2. Can you
see how crucial this is to the bottom line?53. Do you see why this company is so
different from the rest of the industry?54. Can you see the trend?55. Do you see
what we see?56. Do you see the power here?S7. Can you see how (stock) has
positioned itself in the industry?58. Are you seriously interested in making money
or are you just being polite?S9. Is you main concern the risk of losing money?60.
Has any investment banker given you a better presentation than I have?61. Are you
comfortable with (firm name)? Don’t you think we are going to be here for a while?
62. If you believe we are right, how can you not buy it? Can you think of any
reasons you shouldn’t own it now at this price and time?63. Do you see why its so
important to act quickly?64. Will you let me sell when I want to sell?65. What
results would you like to see achieved here?66. I’d call that a Major League
homerun, wouldn’t you?67. This idea is that good, why do you think I am spending so
much time with you?68. We work with action oriented research, first hand
information.69. I like to put my best foot forward with new accounts like yourself,
using this as a beginning for a long term trading relationship. That’s why I’d like
to figure you for 100 shares. . .OK?70. This company cannot stay in this price
range with this kind of growth, so lets pick up 100 shares, OK?71. The risk reward
ratio is heavily in your favor. This situation is too good to pass by.72. My
clients judge me on what price I get them in and what price I get them out. My
reputation is only as good as my recommendation, and timing is the most important
key to making money in the market trust me, that’s good! I am not going to let you
down!73. There is continuity of revenue that justifies appreciation74. (Prospect) I
think what you really want to know is, will the stock go up and make you money?
Absolutely!!75. This is a tremendous opportunity and I am absolutely convinced,
without a shadow of a doubt76. If you ever dreamed of making money in the market,
now is the time! Use your foresight, look at the good things happening all around
you.77. If there was ever a chance for me to make money for you.. .It’s now!! The
only problem is how much of this company you should own78. People have not yet
begun to realize what this company can do. Our timing couldn‘t be better! I know
smart investors will truly take advantage of this tremendous opportunity79. You are
going to make money in the biggest bull market we have seen since 1933.80. Listen,
we have done our homework on this one and if you are serious about investing, this
is the opportunity81. The worst decision is no decision!
Believe me, your sincerity sticks out.
Institutions pull the strings on the marketplace.
Give me this very small window of opportunity I'm looking for.
If I’m right, I don’t think you’re going to sell your business and move to the
Islands.
Before you run, you have to walk; before you walk you have to crawl. Right now,
we're crawling.
(Prospect), you hit the nail right on the head.
It’s survival of the fittest.
(Prospect), you’re going to thank me all the way to the bank.There is no better
feeling than being up in your position before the check even hits.Where there’s
smoke, there’s fire.In any way, shape, or form.
(Prospect), work with me here, test us one time; The result will speak for itself.
(Prospect), I want you to make me a commitment, when I show you that I am right,
right on the dime, we don't work this small again, you don't question my expertise
again.
It’s a documented fact, not a question of yes or no.
I promise you I’ll let you go. One question ...
I’m not looking to have you buy anything ...
If I were asking you to buy anything, I’d tell you to hang up the phone ... Not a
problem ...
Let me saying one thing before I go ...
Put buying aside ...That’s okay, (Prospect), no problem. I sent you out some
information.
No, no, don't misunderstand me. Do me a favor, put your checkbook away. I made a
commitment to get back to you one time.
What you do with the information is your own prerogative, you know that. Now, I'm
tracking ...
The information I have is valuable, and believe me, you're going to appreciate it
that I got back to you.
Take a step back, (Prospect). When you realize why I really called you, believe me,
you're going to thank me. And let me tell you why...With all due respect ...
Can I say this ...
Can I say one thing ...
Understand something ...
Let me tell you something ...
I’m not looking to butt heads with a potential client, but ... You know
something ...Honestly ...
The bottom line is this ...
At the risk of sounding a bit forward ...
Don’t misconstrue my enthusiasm ...
Let me explain one thing ...
Correct me if I’m wrong ...
Can I be frank with you?...
In all sincerity...
As things look right now...
That’s okay...
I’m not going to waste your time...My information is very accurate...I have a stock
going to...I’ll tell you exactly what’s going on... Pay attention, my name
is...Here’s something most people don’t know... I can appreciate that...Realize
this...Follow me on this...I’ll spare you the pitch...Let me say this...
The true beauty here ...Institutional money is usually smart money, and even when
it’s not it’d be enough to fuel the market anyway.You know what it is... Quite
frankly...Very sincerely...Let me ask you a question... My point to you is this...
CALL ME BACK1. I have been in the business long enough to know that call backs do
not work. Not because you are not interested, but because you have other things to
worry about. From the office to family, you have more important things to worry
about. I am asking you to let me do the worrying for you!2. By delaying, you
restrict our ability to do our job. Ultimately, the only true test is results: when
to buy, when to sell. I am asking you to judge me on that and that alone.3. Please
understand, the secret of our program is matching timing opportunity. If we thought
next month was the time to buy, I would not be calling you today. I would be
calling you next month. You need to understand what we are doing here. I can
appreciate now may be a bad time, but unfortunately the market is not going to wait
for you. Lets be honest, when I call you back you will ask me to call you back
again, then it will be tax time. To make exceptional returns, you must but on value
and at the right timing.4. You know what sir? Your worst nightmare is to work with
a broker who brings you a winning situation and is willing to play phone and mail
tag with you. We both don’t have time for it. The reason my clients retain a broker
like myself is for my exact pricing and timing. Without these 2 tools, you are
tying my hands behind my back I may as well work at Charles Schwab. If I was coming
to you with a mutual fund, which is a long term hold, I would send you out multiple
packets of information because obviously there is no big rush. When you position
yourself in a situation like this, a short term play, the most important factor is
pricing and timing.5. You know what? A few hours either way does not make a
difference to you or me, maybe, but if I put a dollar in a jar for every time
someone was going to call me back, I would have retired 5 years ago. I don’t work
on callbacks specifically because I know you are a busy executive. You and I both
have a hundred other things to do. Employees to take care of, staff meetings, etc.
I am going to move on to other clients. 2 or 3 hours probably will not make a
difference except for the fact that I wont be able to get you on the phone and you
wont be able to get me on the phone. My 2 tools are my pricing and timing. You take
those away from me and you are tying my hands behind my back. The reason my clients
retain a financial consultant like myself is for my exact pricing and timing. Buy
the stock here, make your phone calls, I will confirm the order today, you still
have a week to pay for the trade. You will have a FEDEX package on your desk
tomorrow, my assistant will call you in an hour to confirm the price. Go ahead and
make your phone calls, but let’s get the order in now, on my pricing and timing.
Believe me, in 90- days when I call you with my next idea, you are not going to
want to make any phone calls. Own the stock now, you will be very impressed.“Think
About It”1. Well then, I assume you want to think about it in order to reduce the
risk of making the wrong decision, whether its to go ahead or not, isn’t that
right? Would you agree that the length of time you think about it is not the
important part? (Prospect) the reason we called you is because you are a successful
business man. If I’m reading you right, your prime concern is to be as certain as
possible that you make the right decision, regardless or whether you think about it
for two weeks or two minutes. You’re concerned about doing what’s right, aren’t
you?2. That’s fine (prospect). Obviously you wouldn’t waste your time thinking it
over unless you were very interested would you? Since you are interested, can I
assume that you will give it careful consideration? (Prospect) you’re not telling
me this just to get rid of me, are you? Just to clarify my thinking, what is it
that you wanted to think about, is it the integrity of (firm)? Is it my integrity?
Is it that (stock) trades well below book value?3. You and I both know the best
time to make a decision is when the facts are fresh in your mind. Now, I just went
through a very thorough presentation that you yourself agreed makes sense. Pick up
the (shares) and allow me to showcase my talents in a way you have never seen
before.4. I can appreciate that you want to think about this, but please remember
we get paid for our thinking. Before we ever shared this recommendation with you we
did extensive due diligence on (stock’ s) financial statements, balance sheets, and
their management. We know this company inside and out. Our decision to accumulate
the stock at this price was reached very carefully. WE do not buy stock haphazardly
by any means. At this pricing and timing we can achieve substantial results, and by
not working on our timing it could work against you. Now, lets pick up (shares) and
investment of (price) due over the next week. You judge me on my information and
timing, you will be very impressed!5. Wouldn’t it be nice for once in your life to
get there ahead of the major institutions? I’d like you to start a relationship
with (firm) and buy (shares) or (stock).6. (Prospect), when you hear from (firm),
we’ve already made a decision not only as to the value of this investment but also
as to the timing. These are the only two requirements you have to satisfy to be
successful whether you buy antiques, paintings, real estate or any other
investment. To be successful all you have to do is to get a good value and buy at
the right time. Certainly you understand that (stock) is a good value. In terms of
timing, if (firm) felt that we could make this investment 30 days from now, we
would have called you 30 days from now. The timing on (stock) is such that we
cannot over look this opportunity today at these levels.7. I want you to think
about it, very hard! I especially want you to think about the results. Clearly the
decision to buy (stock) is not a major decision. This company is clearly
undervalued. (Prospect) I am asking you for a business decision here. The question
is not whether or not this is a good company or whether this is the time to buy
because clearly we spend more time to get the right answers than even our
institutional clients do. The decision is to give us your trust and confidence just
this one time.8. I am certain you see that this investment, from a logical
standpoint, makes sense. However, I think emotionally you cant make a commitment
now right? When do you thin most mistakes are made? When people act logically or
emotionally? Now act logically and pick up the (shares)9. You are a business man, I
am a business man. I am sure you would find that most of your business decisions are
made when the ideas are fresh in your mind. I would rather see you own less at the
right price, then more at the wrong price!10. That is great, but let me reiterate
there is nothing you are going to find out about this company that we have not
already found out. We have spent extensive time researching this particular stock.
Like I told you before, I don’t come to you with an idea every other week, respect
me for that. I only call my clients 5 or 6 times a year with an opportunity like
this. If I cannot answer any question you have about this stock, don’t buy it. I do
this for a living sir. You know your business; I would never tell you how to run
your company. Believe me, this is my area of expertise. I want you to own the stock
on my pricing and timing and my research. That is why my clients retain me. The
time its going to take you to research this company only to find out what I already
know, you are going to pay higher for this stock. Own the stock here, give me the
shot to show you what I am all about, give me 60 to 90 days and believe me, you
will be very impressed!11. (Prospect) it seems as though your reaction is very
common with new accounts and referrals. I mean, lets face it, we have been
following (stock) for six months and you know of me for 60 seconds. But this is the
same type of conversation we had with many of the new accounts on an earlier
recommendation this year of a company called (companies name). We gave this
recommendation to all of the new accounts and referrals here at the firm and aside
from being a good earnings story, we were hearing the company was up for sale. In
less than 2 weeks from when we started recommending (company) they were bought out
by (buying company). Our clients literally made a fortune and those who chose not
to participate missed out.HAVE OTHER BROKERS1. I think you will agree that no one
broker has a monopoly on all of the good ideas in the market.2. Great! I prefer to
deal with qualified investors3. You are probably judging your broker on 10-20
positions. I am asking you to judge me on 1 position. At the end of 90 days, you
are either going to work with me bigger and better in size or you are going to take
my card and file it in that trash can next to your desk. I realize that! My worst
nightmare is to lose money for my clients. I am risking a long term relationship on
this one trade, but if I am half right, you are going to want to work bigger and
better in the future. I will also want referrals from you, but only after I have
earned them. Fair enough?4. I am sure your goal is to maximize your profit
potential, isn’t it? (Prospect) the most astute investors understand that
diversification is the key to success. What I am suggesting is for your own financial
well being, you need another perspective and I can provide that prospective for
your.5. I realize you have enjoyed a long term relationship with your present
broker and its my goal to establish the same kind
of relationship. Put me in competition with him and down the road based on
performance, you can make the decision who you want to invest with.I ONLY USE LOCAL
BROKERS1. Bottom line, I don’t care if I am sending you smoke signals from Alaska
as long as I make you money. 90% of business today is done over the phone or the
internet. You’ve ordered Italian or Chinese food over the phone haven’t you? Then
you have done business over the phone. Believe me, it wont be long before we meet
face to face and you start sending me real money, for now start small on my firms
minimum.2. (Firm) has the ability to show you certain situations that your local
broker just because of his geographical location is unable to bring to you. Let’s
face it, (firm) is in the middle of the financial universe not the heart of a
shopping center!3. Have you ever flown in an airplane (prospect)? Did you know the
pilot? Did you know that there are over 50,000 moving parts in an airplane?
Anything can go wrong at any given time and your very life is dependent upon the
ability of a person whom you’ve never spoken to. You don’t know what he did the
night before, in fact, you probably didn’t even know his first name did you? All I
am asking you is for one vote of confidence, give me a shot! If it doesn’t work out,
I wont ask you for another trade but when I come back to you in three months and
the stock is up, I want you to tell me where our relationship goes from there fair
enough?4. Do you think I am on Wall Street because I want to be? If it didn’t
matter, I would be doing business from the beach in Tahiti. Why would I want to
spend a fortune to buy an apartment in the financial district and pay NY state and
city taxes? I am here because I have to be. Information is king and nothing happens
on Wall Street without me knowing about it! Pick up the (shares) let me introduce
you to my world OK?5. I can respect that and you might be happy with the 15% on
your money your local broker is showing you, but I have clients in your area that
felt the same way. At first we started small, now they’re some of my biggest
clients. Believe me, they don’t work with me because I sound good, its because I
make my clients money!6. If I were sitting behind my desk looking at you eye to eye
would the idea make more sense to you? Look I like to do business eyeball to
eyeball as well, but sometimes to work with the best you have to go out of town. I
am not asking for serious money. Don’t dive into this investment head first, just
stick your big toe in the water on my firms minimum.7. (Prospect) with all due
respect, I am on Wall Street. I don’t just have my fingers on the market’s pulse, I
am part of it. Information passes through my office and by the time it gets to your
broker in (prospects location) it is not news, its ancient history!8. (Prospect) at
the risk of being brash, I will say something you will eventually appreciate. I am
not here to be your friend or have breakfast twice a week with you, although I
might enjoy it. I am here to make you money and show you performance- that is the
reason I must be in Manhattan and at the heartbeat of the financial universe. Let me
have that one opportunity to show you the performance that you deserve. You will
not regret it!NOT INTERESTED1. You are interested in a buy confirmation at (price)
and sell confirmation at (higher price) aren’t you? Of course you are!! See you are
interested, and you didn’t even know it.2. (Prospect) I have never in my life met
anyone who wasn’t interested in making serious money. (Firm) is making more serious
money for people than anyone out there. It is not that you are not interested,
something else is bothering you. I am a problem solver. Perhaps if you tell me what
your actual concern is, I could help.3. NOT INTERESTED! What is it you are not
interested in? (Stock) is a great company. All of my clients are happy with it and
are even happier when I make them money. I don’t know how your money manager is
performing, but I am just looking to showcase my performance. Pick up (shares) and
I will show you how I make money OK?REAL ESTATE1. (Prospect) I am sure you can
appreciate that, in real estate, the three most important things are location,
location, and location.. .in the market the three most important things are timing,
timing, and timing!2. (Prospect) I will agree with you, I like real estate myself,
but you cant always be as liquid as you'd like. If you need cash, you can usually
find a buyer quickly or you have to borrow against it to pay interest. With stocks,
it just takes a phone call to liquidate your shares. Am I right or wrong?3. Today’s
most successful investors are diversified. Real estate and stocks are the greatest
net worth builders. Don’t you invest to increase your net worth? Well, I would like
to present a situation, that I feel can help you increase your net worth through
the stock market.4. (Prospect) I fully understand what you are saying. I have
observed by what you have already said that you are very astute in the way you
conduct your business affairs. Therefore, I assume that what you are primarily
interested in is value. Although you have concentrated on investing in real estate,
I know you are open minded enough to recognize that opportunities exist in other
arenas. I trust that if you owned a property on which large reserves of natural gas
and oil were discovered, you wouldn’t be too upset. I know what you are telling me.
You are saying that your prime interest is investing in unrecognized values, when
the price is irrationally depressed.5. In real estate, the three most important
things are location, location, and location... in the market, and its timing,
timing, and timing! Well, right now, every technical and fundamental factor is in
your favor Mr. _____, I will be judged on one thing (Pause) On my exact pricing and
timing.(SELF) (FIRM) (CLOSE)6. Obviously, every portfolio should have its long term
goals in some sort of real estate program ___ whether it be rental units, land,
secondary or tertiary homes, but I’m not looking to tie up your capital for 20
years.(SELF) (FIRM) (CLOSE)I HAVE BEEN BURNED BEFORE1. (Prospect) you are in the
(prospects business) and I am sure you run your business ethically. You probably
know 1 or 2 or your competitors who aren't always so ethical and aren’t always
professional. How would you like to be judged on their reputation?2. I can promise
you one thing, you have never received a phone call from somebody as substantial as
myself. If you knew me, I mean really, really knew me. You would be buying 5,000
shares. The only reason why I am willing to work so small here is because I am
convinced I am right! Getting started on (shares) is no the indication of
everything I can do for you. I can be a tremendous asset to you. Not overnight and
not on a few hundred shares of (stock) but over a period of time.3. (Prospect) I
know you have been burned before, but let me guess, it was probably some OTC stock
that you never heard of! These days you have to sift through a hundred brokers
until you find one that consistently makes you money. Believe me, I know exactly
what you are going through. Plenty of my clients had gone through he same thing
until I came along.4. Now why would you give me a black eye for a fight I wasn’t
in’? If he had made you millions of dollars instead, you wouldn’t give me any
credit would you? If you are going to judge me, judge me on this company alone.5. I
understand you have not been making money with your current brokers. Believe me,
you are not alone. I want to say sincerely: I have many clients with net worths
ranging between $500K to $50 million. They work with all of the big names on Wall
Street and I know they are losing money across the board. The people making money
for their clients are the investment bankers, the (firm) brokers. If I could just
show you what lies ahead in the future and the types of deals I get involved with,
I know you would be very impressed.6. The reason why you have been burned is
because you invested in companies you knew nothing about with no earnings or
revenues. If I came to you with some penny stock losing $5 per share, do you know
what you are supposed to tell me? “Get the hell out of here (broker)!" That is not
the case here, I am coming to you with a very solid company you yourself agreed
made sense.7. (Prospect) listen to me. You obviously realize that the market is the
best vehicle to make you money. We both know with the fed cutting rates, stocks are
far more attractive that ever. Literally billions of dollars are coming out of CDs-
where do you think that money is going? The market as a whole looks to go higher,
with companies like (stock) are leading the wayMARKET CONCERNS1. “I don’t like the
Market”I don’t like the market either. I like women so I agree with you. Let me ask
you something. What do you do for a living? Why do people do business with you?
That‘s why people come to us and do business with us-because we are the experts!TOO
SPECULATIVE1. (Prospect) my philosophy is to take a conservative approach to
speculation. I try to focus on issues that have met certain criteria The stock must
have unlimited upside potential with limited downside risk. The company must have
the ability to grow almost independently of the general economy and the market.
Most importantly, the company must be relatively unknown to Wall Street because I
think you will agree with me here, when everyone knows about the situation, the big
money has already been madeNOT INVESTING RIGHT NOW(Prospect) let’s face it, the
only people who make money sitting on the sidelines are cheerleaders. Even as we
speak the market is moving. You don‘t want to chase good companies because you were
to slow to get involved today. So pick up (shares). I have most of your information
here...STOCK IS ALREADY UPOne of the great mistakes made on Wall Street is that,
when a stock goes up, the opportunity is perceived as being over. Money is made by
investing in the right industry and in the right company. If a train is going from
Los Angeles to New York, it doesn’t matter where you get on as long as you are
happy with the final destinationNOT LIQUID1. Let’s be frank for a second. You and I
both know you could get (amount) to (clearing firm) in five business days if you
wanted to right‘?2. (Prospect) if I offered you a Rolls Royce in mind condition
today for $10,000 could you come up with the money? OF COURSE YOU COULD!! Let‘s be
candid, if you like my idea today, you could come up with ten times that amount.
This is exceptional enough to merit those special funds. Lets be conservative today
and pick up my firms hare bone minimum. Six months from now, you will he very
impressed, fair enough?3. You are giving me every excuse to get me off the phone
right now but that is not going to work! I am probably the longest conversation you
have ever had with a broker in the last 6 months, including your own. Because you
know that I know what I am talking about. Think about it. What is your downside
here? If I am wrong, you're going to lose my number real quick. How does that
benefit me? But when I am right here and I put a couple grand in your pocket, Big
Deal! Yes, you are going to smile, you may go out to dinner with your wife, but you
know why you are really going to be happy? Not because I put a few grand in your
pocket, but because you made the right decision and finally found a broker on Wall
Street that knows what he is talking about. Let’s get the ball rolling with
(shares). It’s a handshake trade, trust me, and I promise you my friend, you will
be a client of mine for life.4. (Prospect) understand something; I am not looking
to tie up your funds or even invest half of your net worth. All I ask is that we
work small on this first trade to establish a track record. Once I show you
performance and you are a hit more liquid, we can work bigger and better. For now,
we will he conservative on (shares).5. (Prospect) let me say this, my job, I have a
fiduciary responsibility to call individuals back that I have spoken to several
weeks ago, not when your bank account is the fullest, not when I can make the most
commission for myself, but when I a security I believe trades higher in the short
term. More than the money you will make in (stock) my sense its what I can do for
you down the road in the way of my investment ideas. If you are not making money in
the market you are working with the wrong guy! What I am asking you for here is one
shot to make you money, do this pick up (shares)...6. At any given time I could say
I am not liquid either, but as a successful business man, when presented with a way
to make money, you may not be as liquid as you would like to he, but you could
certainly pick up (shares) if you thought it would make you some money7. Guys like
you don't ever let your bank accounts fall below 6 figures. Its not that you cant do
it, its that you wont do it. I am going to buy you (shares) of (stock) at (price),
money is due in one week but make me a promise. When I am not just right but
exactly right, next time out we work in size and you send me 3 of your golfing
buddies...OK?8. No disrespect, but you telling me you are not liquid is an insult
to both you and me! A guy with (amount) in the market has a couple hundred in the
bank to back it up. There is always an excuse not to buy stock, but there is never
an excuse not to make money! Take (shares) it is a token trade.9. I understand you
are not liquid. I have a lot of clients and sometimes they are not as liquid as
they would like to be. At other times, they are flushed with cash. Do this, pick up
less than you normally would. I am not looking to tie up your capital for a long
period of time, just the next 30-60 days. You and I both know we can always find
money for the things we want. I am not asking you to rebuild Rome in a day. Let me
show you what I can do for you!10. Last time we spoke, you mentioned to me that you
were in the market and that if I have a real money making situation to get back to
you. At that time, it didn’t sound like you were in the poor house! So I have to
believe there is something in addition to money keeping you from working with me
today. Level with me, what is your real concern here??11. I know you have no money,
all big guys are the best criers. Do you want to know how I know? I know because if
you ever told people how much money you really had, you would have 1,000 new
friends and 100 new relatives. I am not asking you for your money, this stock
belongs in your portfolio and deserves a little bit of your money!12. “I have three
kids in college” Congratulations, with the problems in today’s society, that is a
major accomplishment. However, I am not asking for you to take a 2nd mortgage on
your house or to sacrifice your first born. I am simply asking you to take a small
portion of your disposable income to pick up (shares)13. OK, what I suggest you do
is this. Take a look at your portfolio find one or two stocks that are flat or down.
I know you have them. I work with hundreds of brokers. I know how brokers think.
Most brokers are afraid to sell a stock that is flat or down because they think if
they do, they are going to lose credibility with their clients, that is one of the
biggest mistakes in the industry because there is nothing more frustrating than
sitting in a stock that's not moving when there are plenty of stocks out there
trading higher. Find one of those stocks, call up your broker tomorrow and ask him
to sell XYZ next day settlement. What that will do is have you the funds in two
days, and you don‘t need a check to me for a whole week so there is plenty of time
to make this happen.SEND INFORMATION1. Let me ask you, how long have you been
investing for‘? OK, so you know that you could read a research report and love it,
yet that doesn’t mean that stock is going to trade higher, does it? Of course not,
and on the flip side, you could read a research report and hate the stock yet that
doesn‘t mean the stock is going to trade lower either. What is important is you get
in at the right pricing and have the proper exit strategy, both of which I have!2.
Okay, what exactly do you want to look at‘? If it were as easy as P/E ratios every
8”‘ grader on the planet with a calculator would be a millionaire. It's not that
easy! The only tools I have here are my pricing and timing, if you take those away
from me I am no different than a discount broker and by no means am I a Charles
Schwab.3. (Prospect) I didn’t call you up to lie over the phone today. Everything I
say to you now is exactly as it is in print. All the numbers, financials, and
earnings will be in your hands tomorrow morning in plain black and white. But that
is not what will make you money. What makes money is my pricing and timing. So I am
stepping up and picking up (shares), tomorrow you will have all the information. I
have you best address here (prospects address) to send a buy confirmation of
(shares) and all the information on my firm and (stock)4. Listen, I could be like
your local broker or some rookie that opens accounts for a living and send you
enough information to fill a library. That’s the easy thing for me to do. You don’t
want a guy like that working for your money, at least I wouldn’t. You want someone
aggressive and decisive, someone who knows what they’re doing and can get you in
and out of the market at the right time and always make you money. Pick up (shares)
I am telling you now, I am not going to let you down!5. Let me say one thing.
Pricing and timing is how I do business. Paying up/4’s of a point may not sound
like a lot to your, but for me that’s millions of dollars of lost client money per
year. By the time you get information or research reports, you are buying the stock
5 points higher. The way to make money in this business is to buy in to
fundamentally sound companies that are timed with near term events or catalysts.
With this approach I have made a fortune for a select group of individuals.6. Ok
(prospect) Fine! I have no problem with that, but let me ask you something first,
correct me if I am wrong. What you’re telling me is that if I send you the
information you want about the company and it mentions the merits I described, that
you will open an account? (N0) Then obviously (prospect) the request for
information is not your real concern. Level with me, what is holding you back?
(YES) (prospect) I am a stock broker, not a mailman! I have a file on my desk a foot
tall on this company. What information do you want to look at?7. (Prospect) I don’t
buy stocks for what is in print today, but for what’s in print six weeks from now,
so when I send you the press release, you own it before anyone else does.8. Let me
ask you a question-did you ever read a report that looked great only to see the
stock go down? Did you ever read a report that looked terrible and the stock went
up? Isn’t the real reason you are asking for a report because you don’t know me? I
understand that! I understand that we have to crawl before we can walk and walk
before we run. All I want you to do today is crawl with me on (shares of stock) Do
that and you will never ask for a report again.9. (Prospect) you and I both know
that when we get off this phone you are going back to business as usual and I will
go back to my business as usual. You are not going to read the report. You are not
going to call me back, and you have opened an account. So lets do this, start with
the (shares) and next time out we will work bigger and actually make some real
money!10. (Prospect) I have a file on my desk four inches thick. What information
specifically are you looking for‘? Annual, 10K, l0Q, proxy statement, S&P, Value
Line? (Prospect) how recent do you think that information is? That is yesterdays
news, I am bring you tomorrows opportunity!11. Should I send it to your home where
your wife will throw it out or to the office where you will put it by your merchant
banker book that you never read either?SPEAK TO MY PARTNER1. If we were talking
about investing a large percentage of your net worth, I would urge you to talk to
your wife, account, or dog for that matter. What we are talking about is working
with institutional timing. What ever level you feel most comfortable testing us out
with is fine with me. Test us one time, let performance be our guide, you will be
very impressed you did!2. (Prospect) if your wife knows more about the market than
I do, I will tell you what; I have an empty desk right next to me, she can come
work for me. However, what I will do is this; I will pick up (shares) of (stock) I
think when you and your wife read over the information on this company, you will be
calling me back to buy more and I will still charge you $100 commission.3.
(Prospect) if you want to call me back so you can ask your wife if you can buy the
stock, I will call my wife and see if I can sell you the stock, come on! You make
business decisions daily without your wife. Pick up (shares) now I will title the
account individually for now and after your speak with her, you can always buy
more.4. I am calling you today because you are a successful individual. You‘re
success is the result of making the right business decisions over the years. Am I
correct? Lets be candid, you don‘t confer with your wife on your day to day
business decisions and I am sure your wife respects your investment decisions.
(Firm) is interested in starting a relationship with successful decision makers
like yourself Let’s take a modest initial position of (shares) or would you be more
comfortable with our firms minimum of 100 shares?5. I am sure you make a lot of
important decisions every day. Decisions that you couldn’t and wouldn’t consult
your wife on. . .and she is okay with that because she trusts your judgment, right?
Now if this was about transferring your entire portfolio or taking a multi-million
dollar position in XYZ, that would be one thing, but that is hardly the case. What
we are talking about it giving me an opportunity with less than 1% of your assets
to show you that I deserve the other 99%.6. Let's face it, if you go home and tell
your wife that you want to invest with a broker whom you don’t know very well,
chances are you will be hit with a flying pan and spending the night on the couch.
However, once she sees my brochure from the firm and a dossier that I send you in
the FedEx package with a buy confirmation, what do you think she is going to say?
Besides, it is a lot easier to beg for forgiveness than to ask for permission
right?WATCH IT1. Watching a stock is a worthless exercise, nobody makes money
watching a stock. All that allows me to say is “I told you so” but that is not my
style. The only thing that will build your confidence is a buy ticket down here at
(price) and a sell ticket at (target).2. I could give you a couple of stocks to
watch, call you hack in 8-10 weeks and open an account then. However any rookie
could give you a stock that goes up just as any professional could bring you a
stock that goes down. Even when my stock works out, you still do not know me any
better than you know me right now. That is why we should start out small and get to
know each other.3. (Prospect) I can certainly appreciate that but now is the time
to make your move. Current fundamentals, cycles and stats are in your favor. You
must act now! Let us watch the market for you. Watching (stock) move from (low
price) to (high price) will be of no economic benefit to you. It will just be an
academic exercise. (Firm) is calling you today because you need to own it at this
price, not when it is higher4. (Prospect) watching a stock is a worthless exercise.
It doesn't do anyone any good. Let me ask you a question. How many stocks are you
currently holding on to? Can you name them all? Do you know what they closed at
yesterday? If you don’t even follow the stocks you own, how are you going to follow
a stock you don't own? You are going to write it down on the calendar on your desk
(name), (stock), (price). Next month your secretary will come in and rip off the
page. This is not a game. Play with an imaginary portfolio and see who does the
best. This is real money! I promise you this much, never again will I twist your
arm like this, but if you work with me small now, I think you will he very
impressed and you will want to work bigger and better down the road.5. (Prospect)
you don‘t make money tracking stocks. It’s a worthless academic exercise. The best
way to track the stock is by picking up whatever makes you feel comfortable. Open
up what is called a competitive account, that means we will pick up (less shares)
and watch the stock instead of (more shares)6. (Prospect) I will be blunt, I know
this company inside and out. The question here isn't whether (stock) should be
owned at these levels, I have already answered that question. We both know the
stock is going higher. The only question you need to answer is how much money you
want to make and how many shares you need to buy to get there.7. Lets say the stock
does go to (target) the way I think it is going to. Does that mean you are going to
jump in blind to my next idea? Of course not! Have you ever heard the saying, “past
performance does not guarantee future results?” You need to judge each one of my
recommendations on its own merits, not on those of the recommendations that have
come before it.9. I could send you enough information to choke a horse, quite
frankly, and luckily, we have already spent hundreds of man hours and tens of
thousands of dollars analyzing their balance sheet, income statement, every
fundamental and technical factor there is. We are not a supermarket of stocks. My
firm follows a business plan and the plan is to work small in the beginning and over
a series of winners, work bigger and better.10. Looking at the information is not
how you make money in the market. You could look at earnings, you could look at
assets, and you could look at the balance sheet. All of which are good, but that’s
not why I am buying (stock). Now in the past (prospect), when I have taken a
company with earnings, assets and balance sheet second to none. ..I have made
money. More importantly, when I have timed it with a near term event I have made a
tremendous amount of money the event here is a possible takeover. We are not buying
this stock for earnings; we are buying it for a takeover, which I feel is eminent!