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...
For the Sake of Time, Learning to Say “No” Is a Vital Skill Advisors Must Master
Being able to maximize time to spend on high-payoff activities has long been a significant challenge for financial advisors who must wear many hats on their path to success....
Steps to Take When Ending a Client Relationship
For everything it takes to secure a new client, it seems counterintuitive that a financial advisor would fire one. But, under certain circumstances, that's precisely what you must do...
Current Events Are White Noise
Seemingly each day, the media hysteria heightens. You'd think nobody would want a steady diet of bad news, but you and I know that it's not going to stop....