Five Analogies Financial Advisors Can and Should Use with Clients
What we find very easy clients often find difficult to digest. Even when you think you’re getting across your points well clients can be baffled by your financial knowledge....
Goal Setting: Don’t Look Where You Don’t Want to Go
Let’s talk about goal setting. I’d like to tell you about a piece I read, called "Keep your eyes on the prize". Watch the video or read the transcript...
How to Make Sure Your Appointment Book Is Always Full
If you want to achieve success as a financial advisor you need to have plenty of prospective clients in the pipeline. In an ideal world your appointment book should...
Why Focus on Bringing Your Prospecting Skills Up a Notch
The raw truth about our business is that nothing happens without an appointment. You may be the greatest or the smartest advisor in the world, but if you don’t...
Why Financial Advisors Must Embrace Prospecting
Prospecting is the one crucial marketing activity you need to undertake in order to identify and attract new clients. New clients will not fall into your lap by accident. If...
Good Stories Don’t Need to Be Long to Be Effective
Let me tell you a couple of cool things about stories. For one thing they don’t need to be very long to be effective. The shortest inaugural address ever was...
Thrive on Rejection – Don’t Let It Ruin Your Financial Advisor Career
In order to succeed you need to prospect, open accounts and get referrals. To achieve these aims you need to face your fear of rejection. Rejection is an occupational...
Why Is Online Reputation Important for Your Success as a Financial Advisor
As Don Connelly always says, only three things must take place for you to get a new client: that person must like you, trust you and think you are...
Have You Worked Out Who Your Ideal Clients Are?
The decision to open the new account is yours as much as it is the client’s. Define your ideal client. Be selective and choose your clients with care. Elite...
Don’t Replace Your Good Furniture – Analogy
We've said time and time again that people love analogies and stories. If you become a great storyteller, you're gonna hit the ball right out of the park every...