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....
How Financial Advisors Can Take Control Over Their Time
As a financial advisor, your most valuable resource is your time. If you are not in control of how you spend your time, then you are not in control...
Why Financial Advisors Quit
It’s estimated that nine advisors out of ten don’t last three years in the industry. That seems high for a career that offers so much promise and potential. Most...
Get More from an Advisory Relationship with Client-Centric Investing
With the 2008 global financial crisis fading in the rearview mirror, investors are slowly regaining their confidence in the stock market with a halting willingness to take on more...
Put Risk in Perspective: What Do Going to The Dentist and Investing Have in Common?
I’ve got a good story about how two Advisor friends of mine, Eric and Lisa, deal with their clients when the markets become unsettled. They help their clients put...
Winning Over the Children of Wealthy Clients
As evidenced by the great wealth transfer of $30 trillion currently underway from the baby boomers to the next generations, wealth is generational, with far-reaching impacts beyond any one...