soft skills Archives - Page 3 of 6 - Don Connelly & Associates

Sacrificing Instant Gratification

February 25, 2019 / by Don Connelly / Best Practices / 0 comments

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I was talking with an advisor in Beverly Hills and she asked me a question. She actually made an observation, but it was in the form of a question. She said to me that she finds it a bit odd that financial success is a function of delayed gratification in a world that insists on instant gratification. Do I have any thoughts about that? And the answer is ‘Yes, I do!”

Listen to this audio episode or read the transcript below to learn what Don Connelly thinks about sacrificing instant gratification.

Three Types of Prospects Most Likely to Object and How to Win Them Over

February 4, 2019 / by Don Connelly / Prospecting / 0 comments

During your career, you will meet with prospects who are ready with a reason not to invest. It’s up to you to recognize what camp they fall into objection-wise, so you can counter with the right response. Make it your aim to deal with their objections before you give your presentation.

Here are three types of prospects – and objections – to look out for.

11 Best Practices for Gathering Referrals

January 21, 2019 / by Don Connelly / Prospecting / 0 comments

People trust recommendations from people they know, and the lifetime value of a new referral customer is higher than of a client acquired in another way. Despite this, advisors shy away from asking for referrals – citing that to be one of their most awkward tasks.

The good news is that, if asked at the right time, most clients would be happy to advocate on your behalf. Less than a third of advisors ever ask though. Don’t act like the majority – because referrals are at the core of growing your business.

In this post we’ll look at some best practices for gathering referrals.

There Are Three Main Ways to Gather New Clients

December 17, 2018 / by Don Connelly / Prospecting / 0 comments

There are three main ways to gather new clients and grow your business. To excel, you should put your effort into mastering all three of them.

1. Acquiring new clients from existing clients
Referrals are by far and away the best way to gather new clients. And the only way you can earn referrals is by becoming referable – which will only happen once your clients feel you’re delivering them a 5-star service.

Clients won’t refer you until you become part of their inner circle, when you become someone they like and trust on both a personal and professional level.

Self-sabotage – 10 Behaviors to Avoid

December 3, 2018 / by Don Connelly / Best Practices / 0 comments

Self-sabotaging behaviors can create problems, interfere with goals and ultimately put your career at risk. Without even realizing it you could be a victim of self-sabotage. Be honest and identify the traits that are holding you back so you can make the positive changes required to move forward.

Here are ten ways you could be self-sabotaging – along with some recommendations on how to do things better.

How to Respond to the Comment ‘I Don’t Want to Lose Money’

November 26, 2018 / by Don Connelly / Presentation Skills / 0 comments

I received an email from John in Texas with an interesting question. He said, “Every time I go into an appointment now, the first thing out of somebody’s mouth is, ‘I don’t want to lose any money.’

And I’ve been saying, ‘I don’t know anyone that ever does,’ as an ice breaker but I don’t feel comfortable. Can you give me a suggestion how to respond to that comment?”

Watch the video or read the transcript below to hear Don’s thoughts on how to respond to this question.

4 Misconceptions about Market Volatility Your Clients Need to Be Aware of

August 6, 2018 / by Don Connelly / Investing Wisdom / 0 comments

As a financial advisor it’s your responsibility to get your clients to stick to their financial plan for the long term. This means you’ll need to change any pre-conceived notions they may have about market volatility. In particular, you need to get across that volatility does not equate to risk or loss.

Here are some common misconceptions about market volatility your clients may have and how to address them.

Five Reasons Advisors Needn’t Fear Technology

July 23, 2018 / by Don Connelly / Best Practices / 0 comments

People are becoming increasingly adept at – and comfortable with – interacting with computers. This is fueling the debate around the merits of automated versus face-to-face financial advice. In reality, there’s no reason why both forms of communication can’t happily co-exist.

Technology can be a powerful aid to advisors when it comes to prospecting, building and maintaining relationships but it cannot replace the job of a full-service advisor. Here’s why.

Poor Communication Is The #1 Reason Advisors Get Fired

July 2, 2018 / by Don Connelly / Managing the Relationship / 0 comments

The chief reason clients fire their advisors is not, as you may have thought, poor performance – it’s poor communication. A survey by Financial Advisor Magazine revealed that 72% of clients said they fired their advisors due to their advisor’s failure to communicate on a timely basis.

The best advisors put their communication strategy at the very heart of their business – and so should you. Not only should you build in time to communicate with clients – but take time to develop your soft skills so that you communicate effectively.

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