/ by Don Connelly / Presentation Skills / 0 comments
To perform the many financial and arithmetical tasks required of an Advisor requires a high IQ. Therefore, most, if not all, successful Financial Advisors have a high IQ.
If we all have high IQ’s, if we are all well trained, if we all work hard, if we all chase the same business, and if a prospect must choose one among us, IQ can’t possibly be the sole, determining factor in a prospect’s mind.
Who, then, among all these smart Advisors, gets the new account?
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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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Where You End Up in Life Has Less to Do with Your IQ than You Might Think
/ by Don Connelly / Presentation Skills / 0 comments
To perform the many financial and arithmetical tasks required of an Advisor requires a high IQ. Therefore, most, if not all, successful Financial Advisors have a high IQ.
If we all have high IQ’s, if we are all well trained, if we all work hard, if we all chase the same business, and if a prospect must choose one among us, IQ can’t possibly be the sole, determining factor in a prospect’s mind.
Who, then, among all these smart Advisors, gets the new account?
Read more
Don’t Ask for Referrals. Ask for Advice
/ by Don Connelly / Prospecting / 1 comment
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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To Not Invest Is to Go Broke Safely
/ by Don Connelly / Investing Wisdom / 0 comments
Bertrand Russell said to conquer fear is the beginning of wisdom. In order to trust you with his or her money, a client must, if not conquer, at least control his fear. Explain to your clients that there are five ways to reduce risk.
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Teach Your Clients to Focus on the Destination, Not the Journey
/ by Don Connelly / Managing the Relationship / 0 comments
As an Advisor, you are perpetually caught in a paradox. You want your clients to focus down the road on the outcome, while you, in fact, can’t do that. You are bound to focus on the process of investing; because the process is all you can control. You certainly can’t control outcomes.
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You Are Not Paid to Be Right All the Time
/ by Don Connelly / Best Practices / 0 comments
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
/ by Don Connelly / Prospecting / 4 comments
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
/ by Don Connelly / Presentation Skills / 0 comments
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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