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.

Are You Good at Dealing with Difficult Clients?

Am I oversimplifying things? - AskDON episode

Difficult clients are not unique. Every Advisor has encountered or will encounter obstreperous personalities. There are many reasons why clients become difficult. Let’s make this easy and say we are dealing with a personality clash. A decision has to be made: keep him or fire him. Let’s explore both choices.

Firing a client is difficult if you don’t like confrontation or hurting someone’s feelings.

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Why Some People Choose Not to Do Business with You

Why Choose Not to Do Business with Some Financial Advisors

This is a guest post by Don Connelly for FA Magazine. He shares his insights about the three reasons why some people choose not to do business with certain Financial Advisors. Here’s how the post goes.

I’m sure you rarely, if ever, get the chance to ask someone why he or she chose a competitor over you. If you were able to ask, you probably wouldn’t get a straight answer, anyway. People would rather lie to your face than hurt your feelings.

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Every Time You Sit with a Client, Your Leadership Skills Are on Display

Every Time You Sit with a Client, Your Leadership Skills Are on Display

I want to remind you that next to the family doctor, you are the most important person a family will meet. You are not a vendor. You are the person who has been chosen to lead this family to their safe retirement heaven. The burden is on them to make the sacrifices necessary to guarantee peace of mind in their later years. The burden of you is to make sure they do it.

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How Passion and Love for The Business Helps Financial Advisors Succeed

How Passion and Love for The Business Helps Financial Advisors Succeed

Ok, it’s the moment of truth. Answer this question honestly. Do you love what you do? Wait, I didn’t say “like”, I said “LOVE”.

Hopefully, you answered with a yes!

Now, let me ask that same question a little differently. Are you passionate about helping your clients achieve their financial goals?

Again, I hope the answer is yes!

These are important questions that I ask the many financial advisors whom I coach. All of these financial advisors desire to be extremely successful. Unfortunately, not all of them are able to say that they love the relationship part of the business. That presents a major problem for them to achieve the success that they are looking for.

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Developing Your People Skills Begins with Understanding Yourself

Developing People Skills Begins with Understanding Yourself

People who are able to discern the feelings of others have a distinct advantage in life. They generally out earn and outperform those who cannot. Having this ability is a reflection of one’s emotional intelligence. People with high emotional intelligence understand themselves and they understand the impact they have on others. They know when and how to make the other person feel good. They are able to influence decisions. They have great people skills.

As an Advisor, it is to your advantage to have or develop great people skills.

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Emotional Intelligence Enables Us to Manage The Emotions of Others

Don Connelly audio blog post 3

You and I like to think of ourselves as objective thinkers. We try to put our emotions aside. We live in a world of research and numbers. Our recommendations are black and white. Investment results are there for all to see. Our advice is either good or bad. The plans we recommend either work or they don’t. Clients say yes or no. We open the account or we don’t.

Our clients, on the other hand, are subjective thinkers.

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Make Sure You Are Not Just Moving, but Moving in The Right Direction

Don Connelly Center Stage with Brian Church - Moving in the Right Direction

Brian Church, business consultant and author, was our special guest on the recent April 30, 2014 Webinar. Participants from around the globe watched and listened as Brian put forth his ideas on how Financial Advisors can and must keep their businesses, their ideas and their client relationships moving in the right direction.

We must focus on LIFT, Brian’s term for growth; bettering our delivery, making the best use of our time, and growing our revenue through thick and thin. As fees continue to get compressed, we must increase the value of what we offer to the public.

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Inflection Points – The Science of Relational Milestones

Relationship Momentum Book Cover

I have had the pleasure of working with Financial Advisers for a number of years and I don’t think it is a secret that the strength of an adviser’s practice is measured in the quality and quite often, the profitability of his or her relationships.

No matter the endeavor, we are always in the pursuit of gaining Trust, Value and Momentum for our Relationships. There is certainly an Art and Science to creating Relational Momentum and today, we will take a look at the Science through Relational Milestones, or as I like to call them, Inflection Points!

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Sociability Is the Skill of Interacting Well with Others

Social Skills for Financial Advisors

The definition of sociability sounds mild: the quality or state of being sociable. The significance of sociability is anything but.

Sociability spawns likeability and likeability cannot be overstated in a business based on strong relationships.

People do business with people they like. An Advisor who does not have good social skills is probably not going to be likeable; and Advisors who are not likeable don’t last too long. They just don’t interact well.

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Your Clients Look to You for Leadership

Leadership Skills for Financial Advisors

The more uncertain the times, the more certainty clients want from you. They want you and they expect you to guide them to their goals. Like it or not, you are depended upon for your leadership skills. This may be unfair to you.

You weren’t taught leadership in training.

Nonetheless, the role has been thrust upon you.

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