In this category you will find blog posts about clients relationship management – including but not limited to establishing trust, building a relationship, ending an advisor-client relationship, and more.

Put The Client Before Yourself

From Don Connelly Blog - audio post

As you know I’m always on a lookout for a good story. I read a great story not long ago, in Motivational Manager, told by Dana McCary who is a motivational speaker.

He said that when he was growing up, he’d been a waiter at Opryland in Nashville. He learned a very important business lesson.

Listen to the story or read the transcript below.

Read more

Get Involved in Your Clients’ Decision-Making Process

Get Involved in Your Clients’ Decision-Making Process

To win new business, earn loyalty and get referrals, you need to focus on what your prospects and clients are thinking. We all have our own particular ‘mental model’ or way we see the world, based on our beliefs and experiences. According to classic consumer behavior theory we tend to follow similar thought processes when we make a decision whether to purchase a certain product or service.

By understanding this consumer behavior, you can tap into your prospects’ thought processes early on and influence decisions in your favor.

Read more

Learn to Manage Client Expectations

Learn to Manage Client Expectations

Running the business gets in the way of growing the business. That’s a fact of life in the Financial Services industry. As the business gets bigger, an Advisor has to make a decision. Am I going to manage money or am I going to manage client expectations? It’s almost impossible to manage both. In my travels, I find most elite Advisors opting for outside management. They choose to manage their clients and their clients’ expectations.

Read more

Four Client Retention Strategies to Try Out

Four Client Retention Strategies to Try Out

As in so many other industries, your business model as a financial advisor is to open new accounts and gather new assets on a continual basis. However, in order to succeed you need to combine this approach with a plan that ensures your clients will stick with you for the long term. You need to allocate time to both looking after existing clients as well as time to prospect. If you don’t, your current clients will feel discontented; they may start to look elsewhere, and they certainly won’t recommend you to others.

Read more

Understanding Your Clients’ Behavior Is Key to Your Success as a Financial Advisor

Understanding Your Clients’ Behavior Is Key to Your Success as a Financial Advisor

The more you understand what motivates your prospects and clients, the better your chances of success when it comes to attracting and retaining them. When you begin to see things from your clients’ and prospects’ point of view you can start to influence their decisions and help them make good financial decisions.

So break out of your own mindset. Step into their shoes: Then you will be able to build strong client relationships, anticipate your client needs and manage their expectations.

Read more

Three Challenges Financial Advisors Face in Their Daily Work

Three Challenges Financial Advisors Face in Their Daily Work

A recent post on this blog outlined three challenges Advisors face when acquiring clients. This week I’ll outline three more chief challenges you are probably facing in your daily work, along with some tips on how to overcome them.

#1. Providing clients with reassurance when the markets take a downturn

Keeping clients on track when markets take a dive is a situation many advisors find tricky. But It’s essential to know how to keep clients invested for the long term.

Read more

Never Forget that Clients and Prospects Are Real People with Real Concerns

Never Forget that Clients and Prospects Are Real People with Real Concerns

Clients and prospects are real people so the best way to reach out to them and win them over is to appeal to their humanity – not wow them with financial jargon.

People won’t warm to you simply because you know your way around the stock market. Your prospects and clients make their decisions based on whether they like you and trust you – not on your ability to make the numbers add up. People overwhelmingly tend to make decisions based on emotions rather than on hard rational thinking. So put away your graphs, numbers, pie charts and statistics and convince people to trust you rather than the numbers.

Read more

Am I Oversimplifying Things?

Don Connelly audio blog - AskDON

Brad from Southern California is a Merrill Lynch advisor. He sent me an email, which is in a way, funny, but poses a very serious question nonetheless.

“Don, I have a strange concern. I’m concerned that in my attempt to make things simple I go too far. There are times when I feel I’m patronizing people by talking what I call ‘baby talk’. I literally get embarrassed sometimes. I know what you’re going to say, keep it simple. But when’s enough enough?”

Listen to Don’s answer or read the transcript below.

Read more

How Do I Get People to Call Me Back?

Don Connelly audio podcast

I heard this great question from Jesse in Grand Rapids. Jesse said he was having difficulty getting people to return his calls, after supposedly thinking about his proposal. He meets with prospects and makes his presentation. They say “Let me think it over, I’ll give you a call” and they never do. After some time has passed, he calls them and leaves messages but they never return his calls. Why is that?

Listen to Don’s answer to this question or read the transcript.

Read more

1 2 3 4 5 7
top