“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 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. Wou1dn’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 Brokers”

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 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 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 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 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 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?

Power Closes

1. Performance Close
I 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 Close

Let 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 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 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 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 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 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 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 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 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 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 it is 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 you 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 you 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 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 anymore 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 gonna 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 Phrases

l. 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 want to work bigger and better
17. 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 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 closed!

24. We want to make you money here more than you do. ..We want a long-term relationship, not a one night
stand

25. 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 business

27. Please listen closely, I’1l 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 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
performance

36. We are quietly taking a position on this company

37. I got successful by spending my time with winners

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?

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 int eh 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 and I am absolutely convinced, without a shadow of a doubt

76. 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 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!

“Real Estate”

1. (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.
“I Have Been Burned Before”

1. (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 way

“Market Concerns”

1. “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!

2. “Too Speculative”

(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 made

3. “Not 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...

4. “Stock recommended is already up”

One 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
destination

5. “I don’t like the market”

I don’t like the market either. But I am not asking you to buy (market) calls am I? I am asking you to get
involved with a unique situation that regardless of what the market does, should trade higher. If it does not then
we have a 4 point downside protection.

“Not Liquid”
1. 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 money

7. 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 Information”

1. 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 Wife”

1. 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?

7.

“Watch It”

1. 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 higher

4. (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. .

8. 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!