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.

Don’t Ask for Referrals. Ask for Advice

Don Connelly audio podcast

I have a suggestion for those Advisors who have a difficult time asking their clients for referrals. Ask them for their advice and/or help instead.

Explain to your clients that you like doing business with people just like them. You feel you could possibly do a better job of marketing yourself and you would like some advice.

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You Are Not Paid to Be Right All the Time

Don Connelly audio podcast

As the markets become more and more complex, keep in mind that not everything you recommend will work out. It’s okay to feel badly when something doesn’t work. It’s not okay to feel guilty.

One problem with feeling guilty is that we tend to doubt ourselves. Your clients don’t deserve that. They desperately need you to have confidence in yourself. Have an opinion and be there for them. That’s hard to do when you feel guilty.

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A Message for All Financial Advisors Struggling to Make It

A Message for All Financial Advisors - Nothing Happens Without an Appointment

We can debate this subject all day long, but it always comes down to one reason. The reason Advisors fail is that they don’t see enough people. Blame it on self-sabotage, blame it on a lack of initiative or blame it any of a hundred other reasons, but Advisors make their living knee-to-knee. If we’re not sitting in front of folks, we are unemployed.

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See Your Presentation Through

See Your Presentation Through - Become a Good Storyteller

You’ve worked hard to develop and tweak your presentation. You’ve given it and heard it countless times. But your prospective client hasn’t. It’s his or her first time through. Don’t get bored with your good stories and don’t get lazy.

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How Valuable Are You?

How Valuable Are You to Your Clients

Doing your job, even doing it well, will not set you apart. You will stand apart when you are known for doing more than is expected of you. Every Advisor’s wish is to be highly valued by his or her clients. How, then, do we make the relationship valuable in the eyes of the client?

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