April 17, 2017 / by Don Connelly / Best Practices / 0 comments
“Where should I be focusing?” is a question for all advisors, but especially young advisors, who are wondering where to focus when starting their practice. I received an email from Brian in Orlando in reply to one of my newsletters where I talked about focusing on getting appointments. He agrees with the notion and he says that’s all he’s trying to do, but he asks what else I suggest he does besides focusing on getting appointments?
Listen to the audio podcast or read the transcript below to learn what else you should focus on, besides getting appointments.
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Put in The Effort if You Want to Become The Most Sought-after Financial Advisor in Town
April 24, 2017 / by Don Connelly / Best Practices / 0 comments
To become a truly elite financial advisor you need to have an incredible work ethic. If you’re new to the business, you will need to spend most of your time actively prospecting and looking for clients. It could take years to build a solid client base – but when you have built up the right clientele, you will be rewarded with a pool of people who are happy and willing to provide you with referrals.
To achieve this enviable position, continually visualize yourself as a first-class advisor. Program that picture into your subconscious mind. Then work harder than any other advisor, perfect your soft skills, earn referrals and make this dream a reality.
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Where Should You Be Focusing
April 17, 2017 / by Don Connelly / Best Practices / 0 comments
“Where should I be focusing?” is a question for all advisors, but especially young advisors, who are wondering where to focus when starting their practice. I received an email from Brian in Orlando in reply to one of my newsletters where I talked about focusing on getting appointments. He agrees with the notion and he says that’s all he’s trying to do, but he asks what else I suggest he does besides focusing on getting appointments?
Listen to the audio podcast or read the transcript below to learn what else you should focus on, besides getting appointments.
Read more
5 Tactics to Get Prospects off The Fence
April 10, 2017 / by Don Connelly / Prospecting / 0 comments
Breaking a prospect’s apathy is difficult.
Telling someone to invest or think long term is like telling someone to be patient. And telling someone to be patient simply doesn’t work. Instead you need to ‘teach’ prospects what long term investing really means. Use stories and analogies to stir emotions, curb their impatience and give them reasons to invest. Here are five ways you can do that and help prospects get off the fence.
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What Not to Do in The First Client Meeting
April 3, 2017 / by Don Connelly / Managing the Relationship / 0 comments
It takes hard work and perseverance to set up a first appointment with a potential client. Don’t waste this precious opportunity by approaching the meeting in the wrong way – because it’s unlikely you’ll get a second chance.
There’s no ‘first meeting rule book’, however there are some things to avoid if you want to move things forward. Here are a few.
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What Really Is The Job of a Financial Advisor?
March 27, 2017 / by Don Connelly / Best Practices / 0 comments
To be an elite advisor you obviously need technical knowledge and expertise. But, just as importantly, you must possess superb soft skills. Your role is to change your clients’ lives for the better and you can only do this if you can effectively communicate with them. To do your job properly you need to get across to people the importance of investing, and why you are the perfect advisor to oversee their investment plan. Here are three aspects of your job as a Financial Advisor that should never be overlooked.
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Educate Clients What It Really Means to Invest
March 20, 2017 / by Don Connelly / Investing Wisdom / 0 comments
No matter how inherently intelligent your clients may be, never assume they have a clear understanding of what ‘investing’ really involves. For many people a financial plan consists of having money in an account that continually goes up in value. To them, a share of stock is a lottery ticket, no more and no less.
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Put Rejection in Perspective
March 13, 2017 / by Don Connelly / Prospecting / 0 comments
A while back I was kicking around ideas with a friend of mine, Mark Jennings. Mark’s an advisor with Investors Group. He told me a great story that will help you put rejection in perspective.
Listen to the audio or read the transcript to learn the story and takeaway message.
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How to Get Prospects Off The Fence
February 20, 2017 / by Don Connelly / Prospecting / 0 comments
When a prospect turns around and says he or she needs to think things over they’re likely basing their indecision on fear or laziness. Maybe they’re fearful about the shaky economy, distrustful about paying you a fee, or just simply don’t want to leave their comfort zone. All their ‘reasons’, however, are based on emotion – and to break this inertia, you need to use techniques that will motivate them to act.
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Become What People Want
February 13, 2017 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Let’s talk about becoming what people want. Do you know what people want? People want a beacon of anti-stress.
Watch the video or read the transcript to learn how you can become that for your clients.
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