Where Should You Be Focusing

Where Should You Be Focusing

“Where should I be focusing?” is a question for all advisors, but especially young advisors, who are wondering where to focus when starting their practice. I received an email...

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5 Tactics to Get Prospects off The Fence

5 Tactics to Get Prospects off The Fence

Breaking a prospect’s apathy is difficult. Telling someone to invest or think long term is like telling someone to be patient. And telling someone to be patient simply doesn’t work....

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What Not to Do in The First Client Meeting

What Not to Do in The First Client Meeting

It takes hard work and perseverance to set up a first appointment with a potential client. Don’t waste this precious opportunity by approaching the meeting in the wrong way...

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Educate Clients What It Really Means to Invest

Educate Clients What It Really Means to Invest

No matter how inherently intelligent your clients may be, never assume they have a clear understanding of what ‘investing’ really involves. For many people a financial plan consists of...

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Don Connelly recording an audio podcast

Put Rejection in Perspective

A while back I was kicking around ideas with a friend of mine, Mark Jennings. Mark's an advisor with Investors Group. He told me a great story that will...

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How to Make Sure Your Message Sticks

How to Make Sure Your Message Sticks

We tend to forget most of what we’ve been told within a week, unless that message has been repeatedly reinforced. So, unless you reinforce your messages and deliver them...

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How to Get Prospects Off The Fence

How to Get Prospects Off The Fence

When a prospect turns around and says he or she needs to think things over they’re likely basing their indecision on fear or laziness. Maybe they’re fearful about the...

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Become What People Want - video podcast

Become What People Want

Let’s talk about becoming what people want. Do you know what people want? People want a beacon of anti-stress. Watch the video or read the transcript to learn how you...

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