Don A. Connelly is a speaker, motivator and educator for financial advisors. During a career of more than 40 years on Wall Street, he worked for nearly 19 years as company spokesperson, senior vice president and senior marketing officer for Putnam Investments, in addition to holding positions as a stock broker, financial planner, branch manager, wholesaler and national sales manager. As founder and CEO of Don Connelly 24/7, he provides timely and provocative sales ideas to thousands of financial professionals, 24 hours a day, seven days a week.

5 Reasons Why Prospects Will Hire You Over The Competition

5 Reasons Why Prospects Will Hire You Over The Competition

People won’t decide to do business with you because of your products, expertise, experience or reputation. These attributes (whilst important) will not ultimately convert prospects into loyal clients. Your hard skills won’t provide them with a compelling enough reason to hire you over the competition. If you want to impress prospects, you need to demonstrate that you are not only smart, but that you are likeable and trustworthy.

Here are five reasons why a prospect will hire you over the competition.

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4 Behaviors to Avoid if You Want to Allay Client Concerns

4 Behaviors to Avoid if You Want to Allay Client Concerns

In the first meeting with you, prospective clients may be unsure if investing is the right thing to do. They may also have concerns about whether you are the right person to advise them. How you behave in your first meeting will dictate what happens next. You need to act to allay not only their objections around the investment process itself, but to eliminate any concerns they may have about working with you personally.

To make sure you leave them in no doubt about your ability, never do the following four things.

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5 Ways to Improve Your Time Management – Starting Today

5 Ways to Improve Your Time Management - Starting Today

Becoming an elite advisor has everything to do with making a commitment to doing the right activities. The difference between success and failure is down to what you do with your time.

As both a financial advisor and a business owner you need to focus on profit-generating activities. And you are not generating income unless you are sitting in front of clients, or talking with them on the phone. Refuse to let any other activities take precedence over appointments and prospecting.

Here are 5 ways to help you improve your time management skills.

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5 Stories to Develop Strong Relationships with Clients Based on Trust and Likeability

5 Stories to Develop Strong Relationships with Clients Based on Trust and Likeability

The best way to initiate a strong relationship with clients is to tell them stories. People don’t need to have a ton of data thrown at them in the first meeting. They will be more interested in whether they like and trust you. Forget the numbers and pie charts, and use your personal stories and experiences to help you establish trust and likeability in the minds of your prospects. Here are five such stories to get you started.

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4 Fears Prospecting Can Eliminate for You

4 Fears Prospecting Can Eliminate for You

Prospecting is the backbone of your business. Nothing happens until you get yourself in front of potential clients – which is why the most successful advisors are generally those who regularly prospect right through their careers.

The more you prospect, the more proficient you will become and the more business you will secure. The act of prospecting also empowers you and helps you to overcome your fears.

Here are four such fears that prospecting can eliminate for you.

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Getting Clients to Talk about Money

Getting Clients to Talk about Money

As financial advisors we’re comfortable talking about money, it’s what we’re trained to do. But for everyone else it’s a different story. Most people feel uncomfortable talking about money, so you need to consider how to introduce the topic in a relaxed way.

Don’t dive into the numbers at the initial meeting. Instead focus on building rapport with clients; then ask them what it is they want money for. The goals must come first – then the money. Once you understand your client’s vision of the future you can start doing the math on how to get there.

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How to Connect with Clients Emotionally

How to Connect with Clients Emotionally

As financial advisors we’re objective thinkers. We use the left, logical, side of our brains, to work out the technical aspects of financial planning. But simply being able to do the math won’t differentiate you from the competition – even robo-advisors are pretty good with interest rates and algorithms. The way to stand out is to make an emotional connection with people.

Your clients won’t make big decisions based on the numbers. They will base them on how they feel about you, using the right (emotional) part of the brain. To form a connection with clients you need to work out what it is you have to offer them on an emotional level.

Here are three suggestions to help you connect with clients emotionally.

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Telltale Signs That a Prospect Is About to Waste Your Time

Telltale Signs That a Prospect Is About to Waste Your Time

Your time is precious so it’s essential that you spend it productively by prospecting to the right people. Some prospects are not worth spending time on – maybe expressing an interest when they’re not really committed to investing – and despite all your best efforts you won’t be able to do anything to change their minds. The problem is these prospects can be difficult to identify.

Here are a few telltale signs that someone is not about to do business with you.

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