Self Closes 1. Self 1: Stop Loss/ Downside Protection Close When I make an investment for a client, I have a very simple philosophy. Either a stock is moving in the right direction or the wrong direction, agreed? Now, if any one of our investments moves in the wrong direction by more than 8%, (prospect), I will call you up and suggest sugge st we sell it immediately. An 8% or 10% loss is VERY easy to make up. It is when you are down 20, 30, and 40%, that is when you find yourself in serious trouble. So for every investment I make, preservation of capital is my primary concern. My secondary concern is to protect the profits we have made, especially under u nder these volatile market conditions. Now when (stock) is trading 20% higher, I am not going to call you up and suggest we sell just because we are up 20%, 20 %, instead I will carefully watch the investment by its support and resistance levels, point by point, and an d its trading range- that way if any bad news comes out on the market, hell, if any bad news comes out on the company, our profits are protected. Should this stock continue to trade higher, the way I believe it is going to, I will simply trail your stop loss up, and squeeze as much profit out of the investment as we possibly can. Now, give me the opportunity on (shares), I will show you a level of professionalism and an approach to this business you have never seen before! 2. Self 2: Firm/Clearing House/Broker Information Close Why don’t you write down my information? My name is (name), my firm is (firm), and my number is (phone). You have heard of Sterne Agee and Leach right? Well, they are the oldest clearing house on Wall Street and the 2nd largest in the world. All of our accounts are held and domiciled at Sterne, Agee, and Leach. Your checks are made payable directly to them and your monthly account statements come directly from them as well, so you know k now your accounts are secure. My firm (firm), is the fastest growing firm on Wall Street. We have well over a hundred brokers, and you yourself use (# of brokers) as well, however I am sure you realize not every broker is as talented and as hard working as the next. I am in my office 12-14 hours per week, 6 days per week, and specialize in bringing under valued investments like (stock) to my clients so there is NO QUESTION I can be of some value v alue to you. Pick up the (shares), I will have a FedEx package on your desk with all of the information on my firm, this company, and your new account. Check it out, go over your funds, and if you like this company half as much as I do, I will allow you to pick up as many extra shares as you would like at no commission, my gift to you. Now, if the stock runs, the way I believe it is going to, you hold onto the (shares), work with me over the next 8-10 weeks and judge me solely and strictly on a percentage gained basis.
3. Self 3: Market Conditions/ Chief Market Analyst Close You realize we just got out of a MAJOR market correction don’t you? The companies that were once healthy, they are now sick. Studies have shown only 3% of the original market leaders will actually return to the market as leaders. So now, more that ever, it is important to get involved with the companies that are going to lead this next market rally, like (stock). Forget the (shares), pick up just (drop share amount) and this is what I can do for you. You provide me with a list of companies that you own and I will review them with my chief market analyst, Wayne Kaufman to provide a comprehensive comp rehensive portfolio po rtfolio review. review . You will see which of o f the companies compani es you own will perform over the next 6 months and why, but more importantly, you will see which of the companies you own will be left behind over the next 6 months and why. After the next 1 or 2 quarters, you will see I am the guy who can book you profits whether the market is up, down, or sideways! When you see how knowledgeable I am about the different companies and industries and combine that with the quality of companies I bring you, you will be very impressed! Now, let me go to work on (shares) you will never have to open another account again. 4. Self 4: Competitive Account Close I know you have dealt with these big wire house firms like Merrill Lynch or Smith Barney right?? Of course you have! These firms have investment banking relationships relationships with the companies they recommend so they cannot upgrade or downgrade stocks in a timely fashion in fear of losing millions of dollars of investment banking business. We at (firm) do not have that problem because we have no affiliation with the stocks we recommend. Our research is based on a combination of technical and fundamental analysis, if we believe a stock is trading higher, we buy it, if we believe a stock is going to trade lower we either sell it or short it. Open a competitive account! Put me up against your other wire house brokers. Give me the next 60-90 days and once you see how knowledgeable I am about the different industries and sectors and you combine that with the quality of companies I am going to bring you, you will be very impressed! Now on 100 shares, we will get this account setup individually for the sake of simplicity. 5. Self 5: Comfort/ Establish a Track Record Close Let’s just say I had been your broker, consistently making you money over the past couple of months, it is safe to say that you would at least be buying some stock right? Of course you would! Now, I understand I don’t have the luxury of a track record, but that is exactly e xactly what I am trying to t o establish establis h here today. Let’s L et’s take a step back for a minute. All you know about me is my name is (name) and I am a stock broker at (firm). What you don’t know about me is I am in my office 12-14 hours per day and am one of the top up and coming brokers at this firm. Forget the (shares), in an effort to make you feel more comfortable, pick up just (firms minimum shares), although you wont make as much money as my existing clients do, your percentage percentage gains will be the exact same! s ame! If you can c an judge me on that and that alone, the only onl y problem we are going to have here today is that you didn’t know me well enough now to pick up more!!
6. Self 6: Downside Protection & Motivation Close (Prospect), now what I am sensing here is not so much that you need to (state rebuttal), but more so that you are being conservative because you don’t know me, am I right? Well, I just happen to be a very conservative broker myself. I did not get into the position I am in today by not taking into account my clients downside risk. Let’s just say hypothetically, you pick up 100 shares of my number one pick, it quickly drops 3 points and you lose $300. While you wont be very happy with me, you wont be in the street with a can now will you? Of course not!! On the flip side, this stock runs a quick 5 or 10 points, you make a fast $500 or $1000, that will not make you rich either will it? You are not going to get rich on this trade nor will you get rich. My commission, after I split it with the firm and the IRS, hell, I am not even left with enough to buy myself lunch. So what is my motivation? My motivation is to establish a track record, to show you I am the broker who can guide you into and out of the market at the right time, but more importantly, importantly, keep dollars and cents where they belong, in your pocket! Do this, work on my firms minimum (shares). Give me the next 60-90 days, if you are not completely satisfied with the performance of this company or myself, I will call you up and ask you just two questions. First, where do I send your funds and second, where do I stick my phone because I simply did not do my job. If this stock does trade higher, the way I believe it is going to, all I ask is that you never make me work so hard for (shares) of stock again and maybe even pass my business card c ard out to some som e of your golfing buddies. 7. Self 7: Future Business/Credibility Close I will tell you this much (prospect), we have been on the phone for quite some time and I realize at this point in time, I cannot afford to be wrong. I am puffing my best foot forward with (stock) because lets face it, any future business we do together will be based upon my performance performanc e right here, right ri ght now!! Basically, Bas ically, (prospect), (pros pect), if I am right, I have credibility credibility with you! If I am wrong, I don’t get a second chance. Now I have to believe strongly that (stock) will outperform (pause) 80% of the stocks you are currently holding on to. (Pause) Can I make a suggestion? (pause) Just to get to know each other and put you on my team, as an absolute joke, we title the account on 100 shares and when we see the stock at (target) or better, you’re going to say, “(name), you persistent good looking son of a bitch, you were right. Why was I fooling around with just 100 shares?” Give me the shot on 100 shares, it is the right thing to do!! 8. Self 8: Investment Banking Experience Close My experience, background, background, and connections on Wall Street are second to none. I eat and sleep this business. I am in the office at 7am and leave after 9pm 6 days per week. We have made our clients a great deal of money in this market through a combination of hard work, determination, and accurate information. The money that I make you on (stock) is not as important as the tremendous asset I can be to you over the long term in the ways of our new issues, leveraged buy-outs, buy-outs, and asset plays. You are not going to get rich on this trade, but I am going to show you one hell of a percentage gain. ga in. Do just (firms minimum) minim um) if you like what you see, se e, which I know kn ow you will, we will work bigger and better later ok??
9. Self 9: Small Order & Low Commission Close I just want you to understand that most of our clients are high net worth individuals just like yourself, you rself, but they the y have all started st arted off the same s ame way- a couple hundred or couple thousand shares. Most brokers would ask that you take a 10,000 position, charge $5,000 commission and WIN, LOSE, or DRAW-they’ve made their money upfront. I am willing to start out small, with my minimum commission, and let you test our program because I know we are going to do a good job and make you money. (Prospect) let the results convince you that you made the right decision! 10. Self 10: Future Business Close Let me ask you this; lets say I were to pick you up 100 shares and the stock drops like a rock. Would you ever listen to me again? (If yes, you might listen, but you would never buy) If I am right and I make you 25-30% chances are, you would be willing to work bigger and better on my next idea, right? Exactly! Now I am putting my best foot forward here, because let’s face it, any future business we do together will be based on this one trade where w here I am willing wi lling to discount disc ount my commission comm ission to a minimum. If I perform, we will do more business, if not we part as gentlemen. Let me have just 1% of your trust and confidence on this small trade of 100 shares. I will never have to ask for it again!! 11. Self 11: Trust Close Let me ask you, do you have any kids? Okay, have you ever taken them on a plane? Well, before you got on the plane did you meet the pilot and crew; maybe ask them to take a BAC test? Well you put your life and your family’s life in the hands of a stranger. I am not asking you for your family’s life! What I am asking you for is one opportunity to show you that I can bring you consistent returns in any market. Get to know me today on 100 shares, in 60-90 days, you will be happy that you did! 12. Self 12: Search is Over Close The law of averages says that you have to sift through 100 brokers before you find the one that can make you money consistently. Well, I have got to tell you that the search has ended. Start out on 100 shares, and once you realize the value of our research and the level of dedication to our clients, you will never want to open another account again! 13. Self 13: Serious Money Close I am looking for a long term relationship with an investor who wants to make money in the market. Everybody comes to you with ideas, but has anyone ever made you real, I mean real money in the market? You know as well as I do that there are a select group of people on Wall Street who consistently make money for their clients, come hell or high water. I am looking for one shot on (shares) with a total down side risk of (amount). I will not ask you for another dime, not another red cent, not a stitch of stock, until (stock) trades higher. higher. What I will ask of you is that when you see I am right, next time out, when you are more liquid, more importantly, as my performance warrants it, we work bigger and better next time. Fair enough?
14. Self 14: One Shot for Future Business Close I don’t want you to think too much about this company...I tell you why...To lay the foundation for long and profitable p rofitable relationship, its not about this stock...I could have brought you anything....What I am doing is using (stock) as a benchmark for future business. People do business with you because YOU’RE the expert. And that’s the same reason why people do business with me. LIKEWISE, we are both professionals. I am not asking you to buy the market. I am not even asking you to buy 100 shares of a company. I am asking you to buy 100 shares of me. GIVE ME ONE SHOT to prove to you that having a relationship with a top advisor on Wall Street CAN MAKE YOU A LOT OF MONEY…not overnight, but over a period of time. 15. Self 15: Serious Money Close I am looking for a long term relationship with an investor who wants to make money in the market. Everybody comes to you with ideas, but has anyone ever made you real, I mean real money in the market? You know as well as I there are select group of people on Wall Street who consistently make money for their clients, come hell or high water. I am looking for one shot on (shares) with a total down side risk of (risk amount). I will not ask you for another dime, not another red cent, not a stitch of stock until (stock) trades substantially higher. But what I do ask of you is that when you see that I am right next time out, when you are more liquid, more importantly as my performance warrants it, we work a little bigger than 100 shares. Fair enough? 16. Self 16: Risk Close We are obviously in a risk element, the market. There are great fluctuations, sector rotations, earnings disappointments, etc…Wouldn’t you agree? I’ll tell you this much, the greatest risk is any venture is entering into a relationship with someone you cannot trust. (Prospect), I am totally removing that element from the equation. I am someone who will work harder for your money than you do. I will never be a fair weathered friend, patting myself on the back when the stock goes up, and then hiding behind my desk when they go down. If something materially changes, I will be on the phone with you in a heartbeat. I let my profits and I cut losses short. So, if our holdings are moving up, you may not hear from me for a while. Let’s do 100 shares, I will not disappoint you!! y ou!! 17. Self 17: Trust Close (Prospect), believe me, I understand your concerns. conc erns. In fact, if someone were to ask me to invest (dollar amount), with whom I didn’t know very well, I might be a little skeptical too. So I absolutely understand, and I know I am asking you to stretch yourself but I also know that nothing great was ever done without it. Give me your trust and confidence this one time and I will never, never have to ask for it again. Lets go with just 100 shares, its going to work out in a big way.
