Power Phrases

1. 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 spades
7. Lets get started here on (shares), in the future when I earn your confidence, we will work bigger
8. 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 life
10. All I ask is when I am right, we work a lot bigger in the future
11. All I ask is when I am right, we never work this small again
12. All I ask is when I am right, you send me a few referrals
13. If this stock does half as well as I say, we work a lot bigger in the future
14. If this stock does half as well as I say, we never work this small again
15. If this stock does half as well as I say, you send me a few referrals
16. Judge me on % gain basis and in the future you are going to work bigger and better
17. If I am half right, we go out for a steak dinner on you...is that fair enough?
18. Within one year, I am confident I will handling the bulk of your portfolio
19. Let my performance speak for itself over the next 60-90 days
20. 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 close!
24. We want to make you money here more than you do... we want a long-term relationship, not a one night standpoint
25. We are not interested in the number of shares you buy, We can always buy more on the way up if you life.
26. Use this company as a benchmark for all of our future business
27. Please listen closely, I'll be brief
28. When the market is up, I am a seller, when the market is down, I am a buyer
29. 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 street
30. You have an opportunity to work alongside some of the smartest money managers of Wall Street
31. 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 for an opportunity to prove myself one time, a benchmark of performance
35. Clearly, being ahead of the crowd makes a difference between outstanding performance and mediocre performance
36. We are quietly taking a position on this company
37. I got successful by spending my time with wiinners
38. The value wont last at these levels
39. Give me the opportunity to show you how we manage your money
40. (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 together
46. The risk is boredom
47. 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 cheap
50. I am just your eyes and ears into what the smartest money on Wall Street is doing.
51. Do you see the opportunity?
52. 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?
57. 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?
59. 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 at 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 int he marketl trust me, that's good!!! I am not going to let you down!
73. There is continuity of revenue that justifies appreciation
74. (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 that I am absolutely convinced, without a shadow of a doubt
76. If you ever dreamed of making money n 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 own
78. 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 opportunity
79. 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 opportunity
81. The worst decision is no decision!
    
    
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Power Closes

1. Performance CloseI have opened many accounts identical to this one, on a small (shares) trade for a couple thousand dollars and now they are some of my biggest clients. They realize 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 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 ask 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 Close
   Let me say something with all sincerity, I do not care iif 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 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 a ¼ million dollars on one trade. Not over night 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 a series of 3-4 transactions over a 1-2 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 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 (amount) 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 a shot, and you will be very impressed!
   
   
4. Reputation Close
   What 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 baking 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 argued 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 Close
   You 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 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 your money in the 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 Close
   When (firm) makes a recommendation, we've already made a decision not only as to the value but also to the timing. There are 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 thiis investment in 2 weeks or 2 months, we would have contacted you at that point.
   
   
8. Four Question Close
   There 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 everyday. 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 Close
   I 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 dollars 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 Close
    Listen, (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 gonna 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. Lets 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 gonna want to get into bed with me quite frankly. I am not that guy (hahaha) So do the 100 shares not because its good for me, but because its good for you.
    
    
12. Performance Close
    Let 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 your money. I am telling you I can end this!
    
    
13. Competition Close
    Let 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 your money. I am telling you I can end this!
    
    
14. You Deserve It Close
    During 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 Close
    Now, (prospect) on this news, I am going to tell you all 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 accuont, I don't want you buy anymore than just 500 share of this company “THAT'S IT!” (_____grand), keep in mind with a (____ point stop loss) your maximum downside is (_____ bucks), don't even think that's gonna be the case. (Prospect) you give me 1 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 recommendations) (price to price) you call me up and fire me as your broker, better yet, I will call YOU and fire myself and 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 (____ shares) when all is said and done your percentage gains look to be nothing less than staggering. (Prospect), what do you say?
    
    
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Responses to "Not Interested"

1. 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 that 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?

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Responses to "I only use local brokers"

1. 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 and 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 who 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 risk of being brash, I will say something you will eventually appreciated. 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!
   
   
   
   
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Responses to "Have Another Broker"

1. 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 investors
   
   
   
3. You are probably judging your broke 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. 
   
   
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Responses to "Think About It"

1. When 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 the (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 to start a relationship wiith (firm( and buy (shares) or (stock).
   
   
   
6. (Prospect), when you from (firm), we've already made a decision not only as to the value of this investment but also 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 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 opportunity today at these levels.
   
   
   
7. I want you to think about it, very hard! I especially want you 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 thought you reaction is very common with new accounts and referrals. I mean, lets fact 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 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 a 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. 
    
    
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Responses to "Call Me Back"

1. 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 exception 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 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.
   
   
   

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