The Frank Maselli Company, Inc.

Articles & Downloads

The 6 Ps - A Guide for Understanding & Marketing Managed Money

This article is a quick reference guide for understanding and marketing managed money and mutual funds. It will help you get comfortable with the essential elements of any story.

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The Psychological Interview

These 12 questions will help you build great relationships and can be used in almost any profiling scenario. The answers will reveal much about the kind of person they are and how best you can work with them. Don't use these in rigid order from 1-12, but instead let them guide you through a natural and relaxed discovery process. Also...read about Active Listening before you implement this interview.

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Lifeboat Drill

Lifeboat Drill is a sample script that will walk you through the most important conversation you could have with your top clients right now. It's timely and displays your ability to think professionally and proactively. It will not only strengthen your existing relationships but it could help you gather new assets and set the stage for tremendous referrals.

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Come Fly with Me!

A translation of the standard pre-flight briefing for investors.

Download 1.2 MB
AARP Seminar Marketing Guide
This booklet was published by AARP as a guide for financial professionals who do seminars for senior audiences. It's filled with a lot of great advice and ideas.
Download 600 KB

Active Listening
Active listening is a powerful skill that will dramatically enhance the quality of your client relationships and differentiate you from your competition. It's easy to learn but requires regular practice to master. This one-pager will get you started and keep you on the right track.
Download 1.5 MB
Cold Call Counterpunches and Do/Don't Checklist

On the surface, cold calling may seem like a simple task, but it can be a complex mental game filled with conflicting emotions. Many advisors fight an internal, call-by-call battle the result of which is diminished effectiveness and reduced enjoyment. You can start turning that around right now.

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The Rule of 2
A simple list of activity goals to help drive your business success.
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Frank's Bio with picture
This guy is impressive! Who is he?
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I Am an Independent Advisor

A little piece we handed out at the LPL conference which drew a few laughs. Just some thoughts to live by.

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The Personal Profile Interview

The PPI is an advanced marketing tool designed for advisors looking to brand themselves powerfully in the minds of their target audience. It's not for everyone but if you have an interesting story to tell and want to reach people in a highly professional way...it might be for you.

Download 5.8 MB

The Conviction Pyramid

Building Conviction is a 3-step process. This worksheet will get you started.

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Referral Intelligence File, Guide Info & Letter

Start your professional referral plan by identifying the critical links in your client's world. Also a listing and explanation of the basic contents of the all-important Referral Guide...plus a sample referral letter!

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Passion

Passion is the engine that drives your business. Unleash this limitless power inside you and start having some fun!

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Advisor Self-Analysis

To succeed in the NEW Financial Services Industry, an advisor must possess 10 Critical Skills. This self-analysis will help you figure out where you are on that curve.

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Referrals: The Professional Way - Chapter 1

This will give you a small taste of my newest book, Referrals: The Professional Way. I think it's time for a new approach to referrals -- one that makes top clients comfortable and that befits your stature as a true professional. Take a look!

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