/ by Don Connelly / Managing the Relationship / 0 comments
One of the things I’ve observed over the years is that good service does not sell. Great service sells.
Watch this video to hear Don explain how to make your service great.
One of the firms I really admire has done something that is so good that when you put together your service proposal, you have to refer to it.
The firm is Cadaret Grant. The late Mac Cadaret was a wonderful guy, Art Grant is a friend. The men and women that work there have built a tremendous organization. They took the time and the presence of mind to ask clients what top ten things they wanted from their advisors. I thought you’d like the answer.
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How to Win Over Clients by Becoming More Likeable
/ by Don Connelly / Marketing Yourself / 3 comments
People will only do business with you if they like you and trust you. Human decisions are generally subjective. Even if you are the most professional financial advisor out there, if people don’t warm to you they won’t commit to you. Prospects will not choose you simply because you are competent; they will choose to do business with you because you are competent and likeable.
By becoming likeable you will stand head and shoulders above other advisors. And you don’t need innate talent to become more likeable. You can learn how to radiate confidence and charisma.
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How a Marketing Resume Can Help You Get Out of a Rut
/ by Don Connelly / Marketing Yourself / 0 comments
If you feel that you’re stuck in rut, and can’t see how to get your business back on track then it’s time for a change. The worst thing you can do is just sit there and hope things pick up. Overcome your inertia and develop a clear marketing and client acquisition strategy. Decide what your unique value proposition is and create a marketing resume.
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Don’t Sell Me Things
/ by Don Connelly / Marketing Yourself / 0 comments
Ever since you got in this business you’ve been told about features and benefits, you’ve been told to market yourself, you’ve been told that people want to know what we can do for them. Let me read you something written in the 1940s that sums up exact- this whole issue perfectly. It was part of a thing called Sears and Roebuck Adventures in Salesmanship. It was entitled “Don’t sell me things”. And it’s as poignant today as it was in the 1940’s.
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Don’t Feel Guilty About Not Being Perfect
/ by Don Connelly / Best Practices / 0 comments
There will be times when you get it wrong. Car mechanics and even doctors don’t get it right all the time and neither will you. Mistakes are easy to make and inevitable. As markets get more and more complex the chances of getting things wrong increase even more, and the longer you’re in business the more times you will be wrong.
But never see this as failure. Accept mistakes as part of life and keep on track by not feeling guilty. If you are doing everything you can with everything you’ve got you are a winner so you have nothing to feel guilty about.
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10 Things Clients Want from Their Advisors
/ by Don Connelly / Managing the Relationship / 0 comments
One of the things I’ve observed over the years is that good service does not sell. Great service sells.
Watch this video to hear Don explain how to make your service great.
One of the firms I really admire has done something that is so good that when you put together your service proposal, you have to refer to it.
The firm is Cadaret Grant. The late Mac Cadaret was a wonderful guy, Art Grant is a friend. The men and women that work there have built a tremendous organization. They took the time and the presence of mind to ask clients what top ten things they wanted from their advisors. I thought you’d like the answer.
Read more
How Do You Pick Yourself Up When You’ve Been Fired by a Client?
/ by Don Connelly / Best Practices / 0 comments
It can be a challenging and depressing experience especially if clients leave without telling you the reason. But getting fired happens to even the best of advisors at some point. And it’s not all bad news.
In fact losing a client can give you a chance to re-evaluate yourself and determine what you have to offer clients. It can be a perfect time to re-focus, take a good hard look at yourself and change things to do what you need to do to get back in the game.
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How to Explain to Prospects They Should Invest Now
/ by Don Connelly / Investing Wisdom / 0 comments
As you know better than I, clients are always looking for a more convenient time to invest. There’s always something to do – like buy a new car, redo the home, whatever it is.
The time to invest is now – we can’t put it off.
* This podcast originally appeared on Don Connelly 24/7. Click the play button or read the transcript below.
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Why Financial Advisors Get Fired
/ by Don Connelly / Best Practices / 0 comments
Financial advisors get fired because they aren’t ‘the full package’. They may provide ‘good’ service, but is it exceptional? They may have a winning personality, but do they pay attention to their clients? They may return calls but never instigate them – and while they may understand their products, do they believe in them?
In order to make sure you don’t get fired you need to cover all these bases and more.
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5 Reasons to Develop Effective Listening Skills
/ by Don Connelly / Managing the Relationship, Prospecting / 0 comments
The fact is, most of us simply don’t listen enough. That could be because of the increasing number of distractions going on around us, or because we often find it easier to focus on non-verbal clues – such as body language – rather than on what people are actually saying. But if you want to get ahead as a financial advisor you need to develop effective listening skills.
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