/ by Don Connelly / Presentation Skills / 0 comments
There’s so much uncertainty surrounding investing that people postpone the decision. Clients and prospects can think of a multitude of reasons not to invest: Whether it’s tax time, retirement looks too far away or they want to buy a new car or kitchen.
However, when clients say they’ll ‘think it over’ it doesn’t mean they’ve found a good reason to delay investing; perhaps it means they don’t trust you enough yet, perhaps they don’t understand what you said or perhaps you simply haven’t convinced them to act. So how do you get them to do the right thing and start securing their financial futures?
Here are some common objections you’ll face – and how to answer them.
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Teach Your Clients Not to Watch The Evening News
/ by Don Connelly / Investing Wisdom / 0 comments
In our increasingly information-driven society, it’s your job to teach clients not to believe all they hear. They need you most of all when they’re being bombarded with negative news about the markets. Being exposed to excessive information without anyone there to guide them could see your clients making bad decisions regarding their investments.
Here are a few ideas how to make sure your clients stick to the plan despite what the media say.
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Your Success Depends on The Strength of Your Client Relationships
/ by Don Connelly / Managing the Relationship / 0 comments
Client relationships are the cornerstone of your business. They must be strong enough to weather bad market conditions and to ensure clients stay invested for the long term.
Here are some things you should do to maintain a secure ongoing partnership with your clients, regardless of market conditions.
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3 Things You Should Never Do in Volatile Markets
/ by Don Connelly / Managing the Relationship / 0 comments
It’s your job as a financial advisor to stop your clients acting on emotion. You need to get across the fact that the financial plan you created is valid in all types of markets. To manage that, there are some things you should never do…
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Help Clients Get to Know the ‘Real’ You
/ by Don Connelly / Managing the Relationship / 2 comments
Before a client makes the decision to do business with you he or she has to feel you are the ‘right fit’ for them. They’re about to embark on a journey into what’s often unknown territory for them – so they need to feel a real connection with their selected advisor.
Build rapport by letting prospective clients see the kind of person you really are. Let your personality shine through.
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How Do Clients Choose a Financial Advisor?
/ by Don Connelly / Managing the Relationship / 0 comments
If you don’t know what’s going on in a client’s mind when they’re choosing a financial advisor, you won’t be able to present yourself in a way that meets their needs. And you won’t get selected.
So let’s take a look at some of the things likely to be on a client’s mind when they’re looking for an advisor…
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6 Reasons Why You Should Develop a Succession Plan This Week
/ by Don Connelly / Best Practices / 0 comments
Your ultimate success depends on your ability to create and maintain long-term relationships – relationships that are built on trust. If you want clients to trust you, they need to know you will be there for the rest of their lives. So, let them know you will put their interests above yours: Let them know that you have a succession plan.
Here are 6 reasons why you should have a succession plan in place.
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If You Try to Be Perfect, You Will Always Fall Short
/ by Don Connelly / Best Practices / 0 comments
Don’t constantly strive for perfection. You will never achieve it. It will simply waste your energy and make you miserable. Instead, focus on what is achievable.
Sharpen your best skills and qualities so you can showcase them to clients and prospects. Practice them over and over until you get things right every time. Don’t dwell on what you’re not so good at.
Here are some ways to forget perfection and strive for excellence.
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New Advisors: Learning to Cope with These Five Things Will Help You Persevere
/ by Don Connelly / Best Practices / 0 comments
Outstanding advisors possess sustainability; they have the ability to overcome mental and emotional obstacles in a way that average advisors can’t. Simply passing the relevant exams won’t help you develop these coping skills – they don’t get taught in training. So, if you too want to reach the top of your profession, you’ll need to develop a tough mindset and overcome difficulties that others cannot.
Here are five things you’ll frequently encounter in your practice that you need to cope with to stay the course.
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The Greatest Challenge Any Client (and Therefore You) Will Ever Face
/ by Don Connelly / Investing Wisdom / 0 comments
Sticking with the plan despite tough market conditions is the greatest challenge both you and your clients will face. That sudden drop in cabin pressure when the markets fall is the acid test of your relationship building skills. If you aren’t prepared ahead of time, neither will your clients be.
Whether your clients will stay the distance depends on you.
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Four Common Client Objections and How to Counter Them
/ by Don Connelly / Presentation Skills / 0 comments
There’s so much uncertainty surrounding investing that people postpone the decision. Clients and prospects can think of a multitude of reasons not to invest: Whether it’s tax time, retirement looks too far away or they want to buy a new car or kitchen.
However, when clients say they’ll ‘think it over’ it doesn’t mean they’ve found a good reason to delay investing; perhaps it means they don’t trust you enough yet, perhaps they don’t understand what you said or perhaps you simply haven’t convinced them to act. So how do you get them to do the right thing and start securing their financial futures?
Here are some common objections you’ll face – and how to answer them.
Read more