In the Prospecting blog category you will find blog posts about prospecting. Don’s tips would include but may not limited to prospecting for new clients, leaning on your clients, researching for clients, how to ask for referrals, and more.

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.

Read more

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. Instead you need to ‘teach’ prospects what long term investing really means. Use stories and analogies to stir emotions, curb their impatience and give them reasons to invest. Here are five ways you can do that and help prospects get off the fence.

Read more

Put Rejection in Perspective

Don Connelly recording an audio podcast

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 help you put rejection in perspective.

Listen to the audio or read the transcript to learn the story and takeaway message.

Read more

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 shaky economy, distrustful about paying you a fee, or just simply don’t want to leave their comfort zone. All their ‘reasons’, however, are based on emotion – and to break this inertia, you need to use techniques that will motivate them to act.

Read more

How to Make The Most of Cold Calling

How to Make The Most of Cold Calling

Cold calling is often discounted by advisors because they are wary of the compliance rules, and because it tends to have a low success ratio. The ‘Do Not Call’ list makes it difficult as does an inherent skepticism that permeates our society. However, cold calling can be a valid prospecting tool, especially for those new to the business.

Why is it still worth the effort? Because lots of people are unhappy with their current advisors but don’t want to rock the boat. A phone call out of the blue from a professional, likeable advisor could be just the thing to get them to take action.

There are people out there who want to talk to you: You just have to find them.

Read more

Recognize When It’s Time to Move On

Recognize When It’s Time to Move On

Prospecting is the backbone of your business. It’s the one task you cannot delegate, since people need to like and trust you personally if they are to do business with you. So you should be constantly perfecting your soft skills in order to connect with and win new clients.

Inevitably however despite all your best efforts, you will fail to win influence with certain prospects. And it can be hard giving up on them – especially if you believe there’s even the tiniest chance of them converting.

There is a fine line between giving up too quickly and not knowing when to give up.

Read more

6 Steps to Help Create Urgency with Prospects

6 Steps to Help Create Urgency with Prospects

Creating urgency with prospects is a crucial yet often overwhelming obstacle for many advisors. The problem is how to get prospects to act, rather than deliberate and how to react when a prospect says ‘I’ll get back to you’ or ‘I need to think about it’. It’s essential to have a strategy in place for getting prospects off the fence – otherwise your business will go nowhere. Here are some practical ways you can help initiate this process.

Read more

Approaching Strangers Can Only Change Your Practice for The Better

Approaching Strangers Can Only Change Your Practice for The Better

You were probably brought up being told ‘don’t talk to strangers’. However, this rule doesn’t apply to adults, especially if you work as a financial advisor. Many advisors struggle with ‘cold’ approaching and prospecting, because it makes them feel anxious and fearful. However, unless you conquer this fear you will not be able to take your business to the next level. People are voice-activated. They are not going to talk to you. You’ve got to talk to them.

Read more

1 2 3 5
top