The Perils of Lacking Empathy: Why It Matters for Financial Advisors
Nothing can form a human connection quite like the genuine expression of empathy. That human connection, which is the basis of trust in a relationship, is what clients want...
7 Common Mistakes Financial Advisors Make that Repel Clients
To be successful, financial advisors must work tirelessly to master their craft while putting in countless hours to build their business. Some have an easier time of it than...
How Financial Advisors Can Be the Leader Their Clients Want
In today's complex financial landscape, being knowledgeable and able to connect with people is not enough. Clients expect more from you as their financial advisor. They expect you to lead them...
The Halo of Ringlets
I hope by now you've done a business plan. A business plan is how you're going to hit your goals. You're driving from Bangor, Maine to San Diego, you're...
‘Why Should I Do Business with You’: Crafting a Compelling Response to a Prospect’s Critical Question
For every financial advisor, the question, "Why should I do business with you?" hangs heavy in the air during initial consultations, whether spoken or not. It's a pivotal moment,...
How to Educate Clients About the Importance of Investing Beyond Their 401(k)
For most people, there's little to think about when it comes to making contributions to their 401k plans. They enjoy reduced current taxes, deferred taxes on account earnings, and,...
Should FAs Allow Clients’ Political Opinions to Influence Their Investment Decisions?
Here we are again—another presidential election year. If it's like the last couple of elections, financial advisors are sure to see some clients wringing their hands over which candidate...
To Ensure Success, Financial Advisors Must Fight Through Mental Roadblocks and Self-Doubt
Being a financial advisor can be an enriching career with both monetary and personal fulfillment. The price for such success is years of hard work, sacrifice, and overcoming extended...
What Is an Initial Benefit Statement and How to Use It
As I have mentioned already on the Don Connelly 24/7 learning center, I was taught a method of selling called Professional Selling Skills (PSS) many years ago. It was...
Getting SMART About Setting Goals for You and Your Clients
Anyone who has ever accomplished anything of significance started with a goal. Professional athletes, entertainers, business titans, and the millionaire next door will all tell you that they began...