Don A. Connelly is a speaker, motivator and educator for financial advisors. During a career of more than 40 years on Wall Street, he worked for nearly 19 years as company spokesperson, senior vice president and senior marketing officer for Putnam Investments, in addition to holding positions as a stock broker, financial planner, branch manager, wholesaler and national sales manager. As founder and CEO of Don Connelly 24/7, he provides timely and provocative sales ideas to thousands of financial professionals, 24 hours a day, seven days a week.

Three Things That Clients Often Do – Even Though They Shouldn’t

Three Things That Clients Often Do – Even Though They Shouldn’t

During your career, you’ll find over and over again that emotions cloud clients’ investment decisions – clients are not always inclined to act in their own best interests. At times like these you need to step in and be a behavior coach for them – otherwise they’ll end up regretting their decisions down the line.

Here are three things that clients want to do – but shouldn’t, and how to counter them.

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Why You Need a Referral Strategy and How to Develop One

Why You Need a Referral Strategy and How to Develop One

Many advisors are uncomfortable asking clients outright for referrals, finding it hard to strike a balance between being aboveboard about wanting to acquire new business and being pushy or needy.

If that sounds like you, then you need to change your mindset because there are only three ways to gather new clients: From existing clients, people you know who are not yet clients, and people you don’t know yet. The best way by far to find new clients is via referrals.

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4 More Things That Could Get You Stuck in a Rut

4 More Things That Could Get You Stuck in a Rut

In a previous post we outlined four things that could get you stuck in a rut. Here are four more – along with some recommendations on how to get your business moving forward again.

1. Thinking you don’t need help

If you think you don’t need help in building your business, think again. Over time you will eventually work out how to do things on your own – but why waste time? With help you’ll get there far quicker.

As the ancient Chinese proverb says – if you want to know the road ahead, ask those coming back.

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Use Your Clients as Your Sales Force

Use clients as your sales force - welcome to Don Connelly 247

A few years ago I got a question from Ryan who was wondering if I could give him some tips on how to increase the word of mouth that his clients give on his behalf and perhaps help to bring in more referrals.

Listen to the recording of my conversation with Ryan or read the transcript below to learn what I suggest he does and how he can use his clients as his sales force.

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5 Top Priorities for Advisors Who Want to Build a Healthy Practice

5 Top Priorities for Advisors Who Want to Build a Healthy Practice

If you want to build a healthy practice, there are several things you must prioritize, including the following.

#1. Prospecting
To run a healthy business, you need a pipeline full of good leads. Referrals will probably not be enough to grow your business – and networking, whilst productive, won’t guarantee that you’ll meet the right people. So, prospecting (i.e. actively recruiting or seeking out new clients) must become your priority.

Prospecting may be the least favorite part of your job. If this is the case, work on developing your soft skills so you become more comfortable with this task.

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How to Add Value to Clients’ Lives

How to Add Value to Clients’ Lives

Prospects often struggle to find the right financial advisor – in their eyes all advisors tend to look the same, sound the same and sell the same products.

Make it easy for prospects to choose you by communicating your value to them in your first meeting. And if they decide to work with you, make sure you continue to communicate your value to them as clients. If you bring the value you promised, there’s a high chance they’ll remain loyal and refer you to others.

Here are some ways to bring value to prospects and clients.

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How to Make Each Day a Success

Secret to Success - How to Make Each Day a Success

I think when an advisor is young or new in the business, he or she is always looking for the silver bullet, the magic bullet – the escalator instead of the stairway to success. I want to tell you a great story about the secret to success.

Watch the video or read the transcript below to learn this story about the secret to success.

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5 Dos of Developing Good Storytelling Skills

5 Dos of Developing Good Storytelling Skills

The ability to tell interesting stories is an essential skill for all advisors. Stories are an effective way of letting people get to know the real you, and they’re also useful when it comes to educating clients.

Few of us are born natural raconteurs – but if you commit to developing your skills and practising them regularly, over time you can become a great storyteller.

Here are 5 best practices when it comes to developing good storytelling skills.

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