David’s largest body of speaking experience has been with delivering seminars to audiences of retail clients. These number more than one thousand. For three years in the late 1980 and early 1990s, David crisscrossed the U.S. on behalf of the national brokerage firm, Paine Webber. He visited as many as three cities per week to present his unique educational seminar, The Alternative Plan: How to Create Tax-advantaged Retirement Income. The audiences for these seminars were comprised of between 50 and 200 retail prospects and clients of Paine Webber. Following David’s presentation, Paine Webber stockbrokers would follow-up with the seminar attendees, and make appointments to discuss the plan’s applicability to the attendee’s personal financial situation. In a large majority of cases, the process resulted in the acquisition of thousands of new clients and hundreds-of-millions of dollars in investment assets. Nationally, David’s seminar program resulted in large scale success for Paine Webber. So successful, in fact, that Paine Webber approached David about the possibility of his creating a formal training program for teaching his seminar content and presentation skills to select Paine Webber stockbrokers. “The “Paine Webber- David Macchia Retirement Income Seminar School” successfully trained dozens of Paine Webber employees who became equipped to deliver the seminar with great effectiveness. Wishing to introduce investment-oriented life insurance products into its product portfolio, PaineWebber asked David to develop a needs-based sales and marketing program for its stockbrokers. Over the following two-year period, the program was instrumental in generating more than 14,000 individual life insurance policy sales.
On behalf of independent insurance planners, financial planners, Registered Investment Advisors, and stockbrokers, David delivered seminars to retail prospects and clients throughout the 1990s. He was also retained by insurers including Aviva and E.F. Hutton Life to develop comprehensive client seminar programs including speaker training support. Hundreds of financial professionals attained greater professional success through the use of the programs David developed.
David believes that most advisors are highly effective at communicating one-on-one with clients and prospects. However, he also believes that not all advisors are prepared to deliver highly effective seminar presentations to groups of prospective clients, Says David,