/ by Don Connelly / Prospecting / 2 comments
If your appointment book is full to overflowing then you won’t need to read on. If however like most advisors you don’t have a line of prospects queuing at the door, you need to develop better and more successful processes when it comes to prospecting.
You must begin to see prospecting as your only real priority. It’s the only way you will get more appointments and win more business. You may not like prospecting – many advisors see this as the least favorite part of the job – but don’t let fear of failure prevent you from undertaking this core task.
Here are five steps to help you make prospecting more of a habit and less of a dreaded chore.
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Elite Advisors Never Lose the Will to Learn
/ by Don Connelly / Best Practices / 0 comments
If you stop wanting to improve your skills you will cease to be good at your job. Don’t let short term success make you overly confident or complacent. While having a successful month, a good quarter or even a good year is great news it does not guarantee your success further down the line. All bets are on that a slump is out there waiting for you somewhere, and when it does, it can quickly turn things on their head. So you need to have a backup plan.
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Five Steps to Help Make Prospecting a Habit
/ by Don Connelly / Prospecting / 2 comments
If your appointment book is full to overflowing then you won’t need to read on. If however like most advisors you don’t have a line of prospects queuing at the door, you need to develop better and more successful processes when it comes to prospecting.
You must begin to see prospecting as your only real priority. It’s the only way you will get more appointments and win more business. You may not like prospecting – many advisors see this as the least favorite part of the job – but don’t let fear of failure prevent you from undertaking this core task.
Here are five steps to help you make prospecting more of a habit and less of a dreaded chore.
Read more
Top 5 Reasons Advisors Fail
/ by Don Connelly / Marketing Yourself / 2 comments
It may come as a surprise to learn that financial advisors don’t generally fail because of the numbers. They do so because of poor ‘soft’ skills. Being unable to manage a business competently or provide top notch customer service are more likely to get you fired than an inability to get returns on investment.
If you want to succeed as a financial advisor you need to stand out in a highly commoditized industry – which means not being guilty of the following:
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The Pool Table Story
/ by Don Connelly / Marketing Yourself, Storytelling, analogies and power phrases / 0 comments
What do you think – do you really know your audience?
I want to tell you a story about really knowing your audience – about being comfortable as a salesperson.
Watch the video or read the transcript below.
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How to Become a Successful Financial Advisor
/ by Don Connelly / Best Practices / 2 comments
There are lots of average financial advisors out there, but very few great ones. And it may surprise you to learn that those that do get to the top rarely get there on talent alone. Successful advisors do however share certain attributes and have a work ethic that marks them out. They have a clear vision, work hard and never stop developing their skills.
Here are five things you must do if you want to be a successful financial advisor.
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When Starting as a Financial Advisor …
/ by Don Connelly / Best Practices / 0 comments
The financial services industry is incredibly competitive and the first few years can be especially gruelling for new advisors. When you first start out you won’t have many clients or a network to get you referrals but so long as you have a plan and stick with it, you will soon make an impact. You are not going to become successful by accident.
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How to Find What Makes You Different from Other Advisors
/ by Don Connelly / Marketing Yourself / 0 comments
The financial services marketplace is heavily commoditized. There are lots of firms offering basically the same products to the same people, so being the same as everyone else in this industry will not cut it. In order to succeed you need to quickly identify what makes you stand apart from the crowd. Ask yourself these questions in order to find out if you have the unique attributes you need to succeed.
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Investing in a Bull Market
/ by Don Connelly / Investing Wisdom / 0 comments
This is an AskDON audio episode where Don Connelly answers Larry’s question about investing. Larry is from Texas, he’s been in the business eleven years and he is managing just a shade under $100 million.
Larry’s question was:
“The market’s been up four years, without a correction. What do you say when people comment that maybe the market’s too high?”
Click the play button to listen to Don’s answer or read the transcript below.
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How to Become a Better Listener
/ by Don Connelly / Managing the Relationship / 0 comments
As Calvin Coolidge once said “No one ever listened themselves out of a job” so why do so many advisors find it difficult to stop talking and listen to their clients?
In order to become a great advisor, you need to be a good listener. It’s the only way you’ll get to understand your clients’ and prospects‘ goals. It’s the only way you’ll be able to overcome their objections. Plus, the more people are given the opportunity to talk the more they will feel that you’re interested in them. And they will like you for it. Listening will help you start a client relationship and keep your existing relationships on a firm footing.
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Not Following Up Is the Second Most Common Reason Advisors Get Fired
/ by Don Connelly / Managing the Relationship / 0 comments
If you tell a client you will do something and then you don’t do it, you will sooner or later lose that client. Your dependability will be questioned.
Think how many times over the last six months people have told you they would do something and then failed to do it. If you do that same thing twice, even over a year or two, you will be deemed at first blush to be undependable.
That is a giant step toward being viewed as not trustworthy.
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