April 8, 2019 / by Don Connelly / Best Practices, What's New / 0 comments
Acquiring Effective Communication Skills – just 25 places available
I am conducting a one-day workshop for Financial Advisors seeking to improve their soft skills.The soft skills and verbal skills you need to get to the next level are not taught in training. Being book-smart is not enough to succeed as an Advisor. You have to be street-smart as well.
Elite Advisors are not outliers. They are hard workers who relentlessly strive to improve their people skills and their verbal skills. They know that people don’t simply decide to seek financial advice. They also decide who to seek it from. People looking for an Advisor are not looking for more information. They are looking for someone they can trust. EQ plays a far bigger role than IQ when it comes to gathering assets and opening accounts.
At this workshop, you will learn how to tell stories and use analogies; you will learn how to influence, educate and inspire people to take action and you will get an inside look at the shared traits and habits of the most elite Advisors I know.
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4 Tasks You Should Not Delegate if You Want to Grow Your Business
May 6, 2019 / by Don Connelly / Best Practices / 0 comments
In a previous post we looked at how delegating routine or specialized business tasks can help clear the way for you to focus on the important aspects of your business. In this post we’ll look at tasks that unfailingly require your personal input – here are four things that should never be taken for granted.
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How to Help Clients Make Good Decisions
April 29, 2019 / by Don Connelly / Managing the Relationship / 0 comments
Your job is as much about managing relationships as it is about managing money. You need to establish close ties with your clients so you can become a positive influence in their lives over the long term. Unless you can steer your clients into making good decisions you not only risk losing them as clients – but you are doing them a disfavor – because you are allowing them to make potentially disastrous financial decisions.
Here are a few things you can do to influence your clients’ decisions positively.
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How People Find a Financial Advisor
April 22, 2019 / by Don Connelly / Best Practices / 0 comments
People search for financial advisors in various ways and via numerous channels. To ensure your appointment book is full, you need to identify where your potential clients are searching so you can focus your marketing efforts in these areas.
Potential clients often find a financial advisor in one (or more) of the following ways.
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5 More Questions Prospects May Ask You before Deciding to Hire You as Their Financial Advisor
April 15, 2019 / by Don Connelly / Prospecting / 0 comments
Choosing a financial advisor is a big decision for potential clients, especially if they’re new to the world of investing. Not only will they be looking for someone suitably qualified, they’ll be searching for someone who shares their goals and comes across as caring and authentic.
To try and deduce whether you’re the right fit for them, they’ll undoubtedly have questions. In this follow up to a previous post, let’s look at 5 more questions you may get asked in that first meeting.
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A First-Time Opportunity: Join Don Connelly for a Full Day Workshop/Retreat in Sarasota
April 8, 2019 / by Don Connelly / Best Practices, What's New / 0 comments
Acquiring Effective Communication Skills – just 25 places available
I am conducting a one-day workshop for Financial Advisors seeking to improve their soft skills.The soft skills and verbal skills you need to get to the next level are not taught in training. Being book-smart is not enough to succeed as an Advisor. You have to be street-smart as well.
Elite Advisors are not outliers. They are hard workers who relentlessly strive to improve their people skills and their verbal skills. They know that people don’t simply decide to seek financial advice. They also decide who to seek it from. People looking for an Advisor are not looking for more information. They are looking for someone they can trust. EQ plays a far bigger role than IQ when it comes to gathering assets and opening accounts.
At this workshop, you will learn how to tell stories and use analogies; you will learn how to influence, educate and inspire people to take action and you will get an inside look at the shared traits and habits of the most elite Advisors I know.
Read more
4 Tasks You Can Delegate to Grow Your Business
April 1, 2019 / by Don Connelly / Best Practices / 0 comments
To grow your business, you need to focus on what’s important and this generally means prospecting and meeting with clients. There will be a host of routine tasks that don’t require your continual, personal, input. Hopefully, you work with an assistant.
Identify your non-revenue generating activities – as well as activities that lie outside your core competencies – and delegate them. In this post we’ll look at 4 tasks you can and should be outsourcing – leaving you free to take on key areas of your business.
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Why You Need to Find a Niche Market and How to Identify One
March 25, 2019 / by Don Connelly / Marketing Yourself / 2 comments
The saying ‘you can’t please all the people all of the time’ is never truer than in this business. As a financial advisor you’re ill-advised to work with all and sundry – you’re far more likely to succeed if you can identify a profitable niche and become the ‘go to’ advisor in that area. Once you’re established in your target market potential clients will naturally head your way, keeping your sales funnel full.
You could base your selected niche on people you’ve enjoyed working with or those who share a similar background or interests. You could also decide to concentrate on working with people in a sector that is underserved. Here are three such niche markets you could consider.
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When Do People Get a Financial Advisor?
March 18, 2019 / by Don Connelly / Best Practices / 0 comments
No two clients are exactly alike. People generally get a financial advisor for a number of reasons. Therefore, you need a flexible process in place when it comes to approaching different prospects in accordance with their reasons for seeking financial advice.
Here are some cases when people get a financial advisor, along with their reasons for doing so and some recommendations on moving things forward.
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The First Client Meeting: Are You Making Any of These 10 Common Mistakes?
March 11, 2019 / by Don Connelly / Managing the Relationship, Prospecting / 0 comments
It’s all too easy to slip up in the first meeting and lose any opportunity to open the account – and this is especially true for new advisors.
In this post we’ll help you identify mistakes you could, without realizing it, be making. Take an honest appraisal – do you recognize yourself doing any of the following? If so, take action to fix these mistakes.
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7 Things You Can Do for Clients to Show That You Care
March 4, 2019 / by Don Connelly / Managing the Relationship / 0 comments
If you are to be a successful financial advisor, you need to do more than simply manage money. You need to be great at managing relationships – in particular, you need to show your clients that you truly care about them.
If you care more than people expect you to care not only will clients remain loyal to you, but they’ll feel comfortable about referring you to friends, family and colleagues.
Here are 7 ways to show you care.
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