/ by Don Connelly / Best Practices / 0 comments
The behavior of elite Advisors is consistent. They come up with good ideas and they stick with them. They do something for a long enough time to know if it works. That’s precisely why what they do is so easily measurable.
This type of behavior is mandatory for those who wish to build a business in a dependable manner.
It is difficult to measure the effectiveness of average Advisors because their behavior is less consistent. We might try seminars this quarter and if we don’t see results in ninety days, we’ll try a referral campaign. If that doesn’t work next quarter, we’ll try something else. We don’t do something for a long enough time to measure results. Without clearly delineated goals, accountability becomes elusive.
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5 Reasons to Be an Accountable Financial Advisor
/ by Don Connelly / Best Practices, Managing the Relationship / 0 comments
Many advisors know ‘what’ they do, but they don’t know what they ‘need to do’ to achieve their goals, and enjoy real success. They leave their potential undeveloped. It doesn’t matter how smart you are, how confident you are or how much you care about your clients, you will find success elusive, unless you become accountable. Accountability is the secret to your success and here’s why.
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Convincing Your Clients to Sacrifice for a Reward They Can’t Visualize
/ by Don Connelly / Best Practices / 0 comments
I am convinced the hardest thing in the world to sell is advice, especially when the reward for following said advice is so far down the road it can’t be visualized. “Trust me” is an understatement.
Convincing others to settle for delayed gratification is a challenge you face every day.
You must establish such a high level of trust with people that they allow themselves to be helped. You have to make them comfortable enough to tell you their goals and their dreams. You have to enable them to see themselves attaining those goals.
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How Consistency Will Help You Become an Elite Advisor
/ by Don Connelly / Best Practices / 0 comments
The behavior of elite Advisors is consistent. They come up with good ideas and they stick with them. They do something for a long enough time to know if it works. That’s precisely why what they do is so easily measurable.
This type of behavior is mandatory for those who wish to build a business in a dependable manner.
It is difficult to measure the effectiveness of average Advisors because their behavior is less consistent. We might try seminars this quarter and if we don’t see results in ninety days, we’ll try a referral campaign. If that doesn’t work next quarter, we’ll try something else. We don’t do something for a long enough time to measure results. Without clearly delineated goals, accountability becomes elusive.
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Snippets from Successful Financial Advisors
/ by Don Connelly / Best Practices, Don Guest Authoring at... / 0 comments
I have the very good fortune of running a blog for Financial Advisors Magazine, the electronic version, and in case you don’t read the magazine, I want to read you a blog I once put in for them. I call it Snippets.
I spend a lot of time with Financial Advisors and not so coincidentally I am a very diligent copyist note taker. In the end of every month I sort out and save all the good stuff. I thought it might be fun to tell you some of the things I’ve heard during the said 30 days. These comments are all made in conversation; they are all snippets; yet they all resonate.
Read the post on FA Magazine or listen to the audio below.
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Why Presence of Mind Is Crucial for Financial Advisors Success
/ by Don Connelly / Managing the Relationship / 0 comments
Let’s talk about presence of mind.
When wagon trains traveled across America, the trips were fraught with peril. Wagon masters hired scouts to go in advance of the wagons to look for potential danger. All human beings are hardwired to be on the lookout for danger. To be forewarned is to be forearmed.
The media serve as today’s scouts. We want to know what dangers lay ahead. To be forewarned is to be forearmed. And the media outlets do a great job. Be careful!
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5 Reasons You Should Get a Mentor
/ by Don Connelly / Best Practices / 0 comments
When you first start out as an Advisor you’re given a set of products to sell, but unfortunately they don’t come with an instruction manual. You need to learn how to market and sell them yourself. This is where a mentor can step in, by helping you prospect, sell and manage your practice.
Mentors can also help you stay on track and improve, no matter how long you’ve been in business. Making sure you can still execute the fundamentals is key to becoming the Advisor you always wanted to be.
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A Valuable Lesson from Disney on Customer Service
/ by Don Connelly / Best Practices / 2 comments
Let me quote from a speech, given by Valerie Oberle, who at the time was the Vice President of Disney University. You know Disney’s not clean by accident. Disney is Disney, that’s top down management. So here’s the speech she gave:
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4 Things Elite Advisors Do that Average Advisors Don’t Do
/ by Don Connelly / Best Practices, Don Guest Authoring at... / 4 comments
This is a guest post by Don Connelly published on the website of FA Magazine earlier this week.
Elite Advisors are not born elite. They ply their craft for years, making mistakes and learning from them.
Once such mistake is to assume that numbers matter. Newer Advisors talk about the numbers because that’s the focus of our training. We have to learn our products and processes and we have to pass the tests. When we get in the field, we naturally lead with what we know.
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What Elite Advisors Do That Average Advisors Don’t Do
/ by Don Connelly / Best Practices, What's New / 0 comments
What Elite Advisors Do That Average Advisors Don’t Do
I am happy to report that our webinars keep growing in size and popularity. On November 5, 2014, we had several hundred Advisors join in to listen to words of wisdom from Richard Capalbo. Richard was so scintillating that the questions poured in at the end.
Richard told the participants that he intended to focus on three main topics:
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