4 Things Elite Advisors Do that Average Advisors Don’t Do

4 Things Elite Advisors Do that Average Advisors Don't DoThis is a guest post by Don Connelly originally published on the website of FA Magazine.

Elite Advisors are not born elite. They ply their craft for years, making mistakes and learning from them.

Once such mistake is to assume that numbers matter. Newer Advisors talk about the numbers because that’s the focus of our training. We have to learn our products and processes and we have to pass the tests. When we get in the field, we naturally lead with what we know.

Talking about the numbers carries two distinct disadvantages. One is that clients focus where Advisors have them focus. To place importance on the numbers is to say “Trust the numbers. There is no need to trust me.” Another disadvantage is that clients, for the most part, don’t want to know the numbers. They are not looking for information. They are looking for someone they can trust. Someone should transfer his or her entire account to you without hearing a single investments recommendation.

Elite Advisors don’t talk about the numbers.

What else do elite Advisors do that average Advisors don’t do?

They do a lot of things that average Advisors don’t do. Let’s focus on three of those things. Read the Full Post on FA Magazine Website

If you want to learn what Elite Advisors do that Average Advisors don’t do,

  • purchase this 4-CD set, How to Excel in the Securities Industry, where Don Connelly and Ricard Capalbo share their observations on the topic from 90+ years of experience
  • ask your Branch Manager or Home Office Event Planning Department to secure a date for Don Connelly and Richard Capalbo to present at your company’s next Advisor event. Click here for Keynote Details



  • Great article !! Trust is what your clients are looking. I try to practice this on all my recomendations. If a clients doesn’t trust your advice they don’t have the trust With you.

    • Thanks for your comment, John – we are thrilled you liked the post. Did you get the chance to also watch he webinar replay? Don and Richard share invaluable tips for an hour – hope you get good use of it 🙂

  • The Public Library.

    This might be the perfect place to practice what you wrote about (practicing the repeatable process, simplifying the message and building trust with people).

    For years I’ve seen small posters in the “announcements” section of many libraries in NYC and Connecticut. Free seminars on topics such as taxes, or retirement planning, or setting up a 529 plan. They’re generally 60 minutes and hosted by local financial advisors/planners.

    Last year I emailed the NY Public Library and surprisingly was told the process of securing a space (conference room) at most libraries is rather simple. I also found out that many of the libraries are always seeking speakers in various areas of finance.

    Thank you, as always Don for sharing more of your insights.

    Cheers, from NYC

    Marty Morua

    • Isn’t it funny how we tend to overlook easy-to-access ways to improve ourselves! Thanks for adding this tip through a comment, Marty – I am sure it is helpful to many of Don’s blog readers.

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