How Much Value Do You Bring as a Financial Advisor?

How Much Value Do You Bring as a Financial Advisor

What determines your value is not up to you to decide. It is left for the client to decide. And that decision is a lot simpler than you might think.

When selecting an Advisor, three things are of value to a prospective client.

That person must like the Advisor, that person must trust the Advisor and that person must think the Advisor is smart. There is very little else to factor in initially.

Prospective clients generally are not looking for more information.

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Get Comfortable with the Notion that You Need to Sell in order to Grow Your Business

You Need to Sell in order to Grow Your Business

Advisors approach me about coaching. Rarely are the requests about improving their selling skills. Being better organized, being more efficient and going to the next level are popular goals. But I cannot recall one instance where an Advisor said to me, “I want to be better at selling.”

I don’t think that the reason for not asking me is that every Advisor thinks he or she is a great salesperson. Rather, I think that ‘salesperson’ is an image to be avoided at all costs. To many Advisors, selling is a dirty word.

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Snippets from Successful Financial Advisors

Don Connelly tips on his blog

I have the very good fortune of running a blog for Financial Advisors Magazine, the electronic version, and in case you don’t read the magazine, I want to read you a blog I once put in for them. I call it Snippets.

I spend a lot of time with Financial Advisors and not so coincidentally I am a very diligent copyist note taker. In the end of every month I sort out and save all the good stuff. I thought it might be fun to tell you some of the things I’ve heard during the said 30 days. These comments are all made in conversation; they are all snippets; yet they all resonate.

Read the post on FA Magazine or listen to the audio below.

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4 Things Elite Advisors Do that Average Advisors Don’t Do

4 Things Elite Advisors Do that Average Advisors Don't Do

This is a guest post by Don Connelly published on the website of FA Magazine earlier this week.

Elite Advisors are not born elite. They ply their craft for years, making mistakes and learning from them.

Once such mistake is to assume that numbers matter. Newer Advisors talk about the numbers because that’s the focus of our training. We have to learn our products and processes and we have to pass the tests. When we get in the field, we naturally lead with what we know.

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Wisdom and Knowledge – What’s the Difference for Clients and Financial Advisors?

Wisdom and Knowledge – What’s the Difference for Clients and Financial Advisors

This is a guest post by Don Connelly originally published on the FA Magazine website.

We are living in the Information Era. The government relinquished control of the internet in 1984 and the speed at which we could access information exploded. Each day, information becomes more easily transferable and knowledge more readily gained. Yet things are more complicated than ever.

You’d think that the more information available, the more we’d learn; and the more we’d learn, the clearer and simpler things would become. I find it ironic that the opposite is true.

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Objection Handling – Is It Possible to Forestall Objections?

Objection Handling - Is It Possible to Forestall Objections

This is a guest post by Don Connelly, originally published on FA Magazine website.

The late Zig Ziglar observed that every sale has five basic obstacles: no need, no money, no hurry, no desire, or no trust. Which of these obstacles is a Financial Advisor likely to experience and can they be forestalled?

We can eliminate three of those obstacles as unlikely.

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What Does ‘Think on Your Feet’ Mean for a Financial Advisor?

What Does Think on Your Feet Mean for a Financial Advisor

An idiom is a phrase that cannot be taken literally. For anyone learning English, it must be disconcerting to hear that it’s raining cats and dogs outside. You and I know it’ll rain cats and dogs when pigs fly.

Think on your feet is just such an idiom.

Every Financial Advisor knows what it means to think and speak without special preparation. Being forced to think this way is neither fun nor comfortable. And it can lead to an awkward moment. We all wait for the train wreck when a speaker who is dependent on a teleprompter wanders off course. We all wander off course at one time or another.

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Why Some People Choose Not to Do Business with You

Why Choose Not to Do Business with Some Financial Advisors

This is a guest post by Don Connelly for FA Magazine. He shares his insights about the three reasons why some people choose not to do business with certain Financial Advisors. Here’s how the post goes.

I’m sure you rarely, if ever, get the chance to ask someone why he or she chose a competitor over you. If you were able to ask, you probably wouldn’t get a straight answer, anyway. People would rather lie to your face than hurt your feelings.

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