NAIFA Membership Enrollment Script Presentation & Napster Moment from #NAIFAconf

This blog post contains the Membership Enrollment Script to Increase NAIFA Membership that I offered at the Sales Ideas BreakF.A.S.T. on Sunday, September 7, 2014, at NAIFA National in San Diego.

F.A.S.T. stands for Focused Accelerated Success Training.

It also contains a NAIFA Membership Enrollment Script Napster Moment so keep reading.

It’s Wednesday, Sept 10 and I’m in a taxi heading to the Kelowna, BC airport catching a flight to Nanaimo, BC via Vancouver. It will be great to be home late tonight with Laura and Shadow in Parksville after being away since Sept 4 attending NAIFA National in San Diego with Laura.

I flew into Kelowna last night ( Tuesday Sept 9 ) from San Diego via Seattle and Laura returned home last night. I spoke today at the Portfolio Strategies Conference delivering Understanding Disclosure and The Inspirational Tipping Point.

John Boyle, Assistant Vice President of Professional Development & Education of NAIFA National, asked me to present a 5-minute sales idea at the Sales Ideas BreakF.A.S.T. Rather than a sales idea, my idea was offering a Membership Enrollment Script that NAIFA Members could use to increase NAIFA Membership.

Before I begin the NAIFA Membership Enrollment Script Presentation & Napster Moment, a heartfelt congratulations to Dave Beaty of Heartland Financial Services, Cedar Falls, Iowa / NAIFA Iowa for being elected as a NAIFA National Trustee.

Thank you to Michele Clarke, Executive Director of NAIFA Iowa for creating the opportunity for me to contribute to NAIFA.

Just before the NAIFA Membership Enrollment Script Presentation & Napster Moment, What is a Napster moment?

By this time you may wonder how long is this taxi ride? I’m fortunate to be in place where there are huge glass windows, vaulted ceilings & peace of mind and in 4 hours I’ll be flying on high to Nanaimo via Vancouver.

An example of a Napster Moment is when Apple created iTunes and figured out a way to legally sell individual songs for a fee while Napster was put out of business for illegally selling pirated CDs online.

The idea of a Napster Moment was presented by NAIFA National San Diego Main Stage Speaker Maria Ferrante-Schepis.

Maria’s presentation was about helping you think differently and embrace new ways of engaging today’s evolving consumers to achieve better results. Create your own Napster Moment.

What is a NAIFA Membership Enrollment Script Napster Moment?

NAIFA Members are the best salespeople on earth and they have the Consultative Sales Process burned into their DNA. Many invested many years and faced enormous fears to install the Consultative Sales Process within themselves to the point where it is automatic.

So automatic that they may not be aware that all they need to do is upgrade their thinking to realize that the NAIFA Membership Enrollment Script is running alongside of the Consultative Sales Process burned into their DNA.

All they have to is click or tap the Icon in their head or read further.

NAIFA Membership Enrollment Script Presentation

This is a copy of my 5-minute sales idea at the Sales Ideas BreakF.A.S.T. on Sunday, September 7, 2014 at NAIFA National.

What is the number-one thing that NAIFA wants to improve upon or increase?

I’m here to talk about how to use the Consultative Sales Process to improve your ability to increase NAIFA members because 40,000 of the best salespeople on earth can increase membership to 60,000 – one advisor at a time.

This is modeling an excerpt from NAIFA Iowa’s four-time Bobo award winning Membership Plan along with John Wheeler’s, Consultative Sales Process Questions.

John’s Consultative Sales Process includes these questions:

• What do you care about?
• Who do you love?
• What do you love?
• What is important to you?
• What are you concerned about?

I am hoping this Consultative Sales Process will help you to reinforce your own experience and add value to others.

You all know advisors that would get extraordinary value from being a NAIFA member and perhaps you want to use the Consultative Sales Process to attract NAIFA members.

So it could sound something like this:

Ring ring ( I said ring ring and not ding ding ) email doesn’t ring.

John/June … It has been a while since we have talked and I’d like to get together to catch up personally and talk about what is working and what is not is not working so well and talk about ways to improve.

Offer an alternate choice for dates and time.

Meet for coffee or lunch.

Develop rapport and talk about family, summer, travel … Areas that you have in common.

John/June …

• What do you care about?
• Who do you love?
• What do you love?
• What is important to you?
• What are you concerned about?

What I hear you saying is you want to improve:

• Vision
• Passion
• Planning
• Be associated with or build a better team
• Cash flow and profit

You want to eliminate:

• Ups and downs
• Procrastination
• Distractions
• Lack of focus

Did I get that right?

These are the experiences, the value received from NAIFA by my friends Martin Berger and Mike Nash from NAIFA Iowa:

• Network and receive ideas from thousands of the best financial advisors on earth through group and one-on-one presentations / conversations at local and state meetings
• Thought-leading prospecting help from a virtual online library that includes a partnership with the college of financial planning
• Information on legislative issues so you can provide your clients with thought-leading ideas on a world view
• Advocacy to protect our industry
• Acknowledge your professional standing

NAIFA is not about what it is; it is about what it does for you, your business, your family and businesses, and families that you serve.

One idea from the people you meet could be worth $15,000 … This is an opportunity vs an expense.

Based on what I have told you would you be willing to invest less than $50 per month so that you can experience the same benefits as my friends plus I would like to take you to our next meeting?

I’m Simon Reilly, financial advisor speaker and member of NAIFA Iowa. I’m looking for the opportunity to speak at your NAIFA event. I’m also a financial advisor business coach. I work with Dave Beaty as a business coach and was a campaign consultant for his bid for NAIFA National Trustee.