/ by Don Connelly / Managing the Relationship / 0 comments
Most people never listen, period. That includes my doctor, my handyman and the last car salesman I visited. I can only hope that air traffic controllers listen.
Why is listening so difficult? Why is listening so important? Do people who listen do better than people who don’t listen? Can you become a great listener?
All are rhetorical questions and all are worth exploring.
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Stand Apart from the Crowd
/ by Don Connelly / Marketing Yourself / 0 comments
I have a friend who is married to one of America’s most successful professional golfers. My friend is a golf pro, but a teaching pro. He is also his wife’s coach. He knows her game so well that he can watch her on television during the day and give her his advice that night. He is a consummate pro.
One day he and I were discussing the golf swing, specifically my lousy swing. He asked me if …
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There Are Only Three Objections You Will Ever Get
/ by Don Connelly / Prospecting / 0 comments
Generally speaking, there are only three objections you will ever hear: I don’t have any money, I already have an Advisor and a third catch-all category we’ll call “I’m not interested.” Obviously, there are many more objections, such as “I can get it cheaper elsewhere.” But those specific objections fall into the catch-all category. Telling you that a discount house is cheaper than you is a way of someone saying he or she is not interested.
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Learn to Be a Great Storyteller
/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Weaving a spellbinding story is an acquired skill. You can do it. Like everything you’ve ever achieved in life, your proficiency will depend upon how badly you want to succeed.
Effective storytelling will set you apart from 99% of all Financial Advisors.
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Are You a Professional Listener?
/ by Don Connelly / Managing the Relationship / 0 comments
Most people never listen, period. That includes my doctor, my handyman and the last car salesman I visited. I can only hope that air traffic controllers listen.
Why is listening so difficult? Why is listening so important? Do people who listen do better than people who don’t listen? Can you become a great listener?
All are rhetorical questions and all are worth exploring.
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Two Things Never Change for Financial Advisors
/ by Don Connelly / Best Practices / 0 comments
As a Financial Advisor, you share a common concern with the wholesalers who call on you. You don’t control your distribution and they don’t control theirs. You can’t force your clients to act any more than a wholesaler can force you to act. As well, neither you nor the wholesaler has control over the landscape. Most of what affects how and what you do is in some else’s hand, be it the stock market, the economy or interest rates. And most of what affects you is in a constant state of change.
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Two Questions to Add to Your Repertoire
/ by Don Connelly / Managing the Relationship / 0 comments
Effective communication is all about asking the right questions. I want to suggest two questions to ask your clients, two questions you might not be currently asking. It’s very important that you know what you are doing right, so that you can do more of it. Explain to your clients, new and old, that you are not on an ego trip but…
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Success as a Financial Advisor Is Easy to Explain, but Difficult to Replicate
/ by Don Connelly / Best Practices / 4 comments
The good news for every Financial Advisor is that how one becomes a Top Tier Advisor is simple. The bad news is that it is not easy.
To rise to the top one begins by doing things right, by doing the right things and by working hard.
We lose a lot of people in the first twelve months.
The reason they fail is that,
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Do Professional Athletes Make for Prudent Clients
/ by Don Connelly / Best Practices / 0 comments
Professional athletes in today’s society get paid a lot of money for winning the World Series or the Super Bowl, and they don’t always spend that money as wisely as they could. So do they make for prudent clients?
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How Many Referrals Do You Give to People Who Call on You?
/ by Don Connelly / Don Guest Authoring at..., Prospecting / 0 comments
Let’s discuss three issues. The first issue is reflected in the title. But let’s amend the question to read, ‘How many referrals have you given or will you give unless a friend asks you for one?’ The second issue is this: When is the last time you hired someone to do anything for you unless you got that person by asking someone for a name?
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Asking for a Commitment
/ by Don Connelly / Managing the Relationship / 0 comments
Mechanically, asking for a commitment is rather rudimentary. Why, then is asking such a difficult thing to do?
The inability to properly ask is perhaps the number one reason for failure in the Financial Services industry.
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