/ by Don Connelly / Best Practices / 0 comments
I want to talk about reducing risk. I believe in my heart to not invest money is to go broke safely. You simply can’t save enough for retirement. Bertrand Russell said, ‘to conquer fear is the beginning of wisdom’. All clients are afraid of investing; they are afraid of losing money. In order to trust you with their money, clients have to conquer or at least control their fear.
Watch the video or read the transcript below to learn how to address their concern about risk and explain you can reduce risk.
Read more
Making Your Service Memorable
/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Let’s talk about outstanding service. That’s the rare commodity in this country. Americans have forgotten what good service is. People around the world have forgotten what good service is. And I’m telling you, if you want to outperform the competition, don’t have just good service, make your service memorable; service people will talk about.
Listen to the audio or read the transcript below to learn Don’s thoughts on memorable service.
Read more
Five Reasons Advisors Needn’t Fear Technology
/ 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.
Read more
6 Analogies to Use When Convincing Clients to Stick to The Plan
/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Stories and analogies are great ways to capture a client’s attention and get them to see things from a different perspective. When used correctly they’re highly useful tools to help persuade clients to act in the way you want them to. Analogies are especially effective because clients come to understand what you’re saying by drawing their own conclusions.
Here are six great analogies to help your clients see that they should stick to the plan.
Read more
Poor Communication Is The #1 Reason Advisors Get Fired
/ 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.
Read more
5 Ways to Reduce Risk
/ by Don Connelly / Best Practices / 0 comments
I want to talk about reducing risk. I believe in my heart to not invest money is to go broke safely. You simply can’t save enough for retirement. Bertrand Russell said, ‘to conquer fear is the beginning of wisdom’. All clients are afraid of investing; they are afraid of losing money. In order to trust you with their money, clients have to conquer or at least control their fear.
Watch the video or read the transcript below to learn how to address their concern about risk and explain you can reduce risk.
Read more
4 Things Clients Need to Know about Volatility
/ by Don Connelly / Investing Wisdom / 0 comments
When markets are volatile investors can get spooked and start to question their investment strategies. Especially if they’re new to the process of investing. This could prompt them to withdraw from the market and wait on the sidelines until things get better.
As their financial advisor you’re there to help them see things in perspective. By helping them understand the nature of volatility they will find it easier to stick to their plan.
Here are four things about volatility you need to explain to them right away.
Read more
What Clients Need from You to Stick to The Plan
/ by Don Connelly / Investing Wisdom / 0 comments
To get clients to stick with their long-term investments you need to get inside their mindset and understand how they think and feel. If you know how your clients will react in the face of market volatility, you’ll be ideally placed to counter their concerns. If you understand what they need from you in terms of maintaining a long-term relationship, you will know which soft skills to focus on.
Here are a few things clients need to help them persevere with their long-term investments.
Read more
You Don’t Need to Be Better – You Need to Be Different
/ by Don Connelly / Marketing Yourself / 0 comments
As Steve Jobs said, ‘Don’t do something better, do it different’. Facebook wasn’t necessarily ‘better’ than Myspace, it was different. Netflix wasn’t ‘better’ than any other movie-rental system – it was different. Make yourself authentic and you will succeed. Find out what it is that differentiates you from the competition and communicate it to prospects and clients.
Concentrate on developing superb soft skills and you will stand out in a crowded marketplace without trying to be ‘better’ than anyone else.
Read more
The Market Is on Sale When It Dips
/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments
This session of Mr. and Mrs. Client I want to thank Ruth Sully. Ruth is a friend and advisor in Californiawho told me a great story. You can use it if you have clients who want to put their investment plan on hold when the market takes a downturn.
Watch the video or read the transcript below to learn the story.
Read more