December 5, 2016 / by Don Connelly / Prospecting / 0 comments
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
Maintaining Meaningful Relationships Is Hard but Essential Work
November 27, 2017 / by Don Connelly / Managing the Relationship / 0 comments
As a financial advisor you need a wide range of skills, not least the ability to prospect and win new business. However, another area of expertise – and one which is frequently overlooked – is the ability to maintain a meaningful ongoing relationship with your clients. Here are a few ways to do this.
Read more
Recognize When It’s Time to Move On
December 5, 2016 / by Don Connelly / Prospecting / 0 comments
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
How to Win Over Clients by Becoming More Likeable
June 22, 2015 / by Don Connelly / Marketing Yourself / 3 comments
People will only do business with you if they like you and trust you. Human decisions are generally subjective. Even if you are the most professional financial advisor out there, if people don’t warm to you they won’t commit to you. Prospects will not choose you simply because you are competent; they will choose to do business with you because you are competent and likeable.
By becoming likeable you will stand head and shoulders above other advisors. And you don’t need innate talent to become more likeable. You can learn how to radiate confidence and charisma.
Read more