May 11, 2015 / by Don Connelly / Managing the Relationship / 0 comments
One of the things I’ve observed over the years is that good service does not sell. Great service sells.
Watch this video to hear Don explain how to make your service great.
One of the firms I really admire has done something that is so good that when you put together your service proposal, you have to refer to it.
The firm is Cadaret Grant. The late Mac Cadaret was a wonderful guy, Art Grant is a friend. The men and women that work there have built a tremendous organization. They took the time and the presence of mind to ask clients what top ten things they wanted from their advisors. I thought you’d like the answer.
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In this category you will find blog posts about clients relationship management – including but not limited to establishing trust, building a relationship, ending an advisor-client relationship, and more.
5 Email Marketing Trends for Financial Advisors
September 28, 2015 / by Diana Marinova / Connelly Corner, Managing the Relationship / 0 comments
Contrary to what many business owners believe, email marketing is not dead and it is still one of the best communication channels to keep in touch with prospects, especially in the Financial Advisory industry.
Nothing can beat connecting in person but let’s be real. It’s impossible to meet and talk on the phone with hundreds of people who have your business card and might open an account with you one day. Here’s when email comes in handy.
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How to Become a Better Listener
July 13, 2015 / by Don Connelly / Managing the Relationship / 0 comments
As Calvin Coolidge once said “No one ever listened themselves out of a job” so why do so many advisors find it difficult to stop talking and listen to their clients?
In order to become a great advisor, you need to be a good listener. It’s the only way you’ll get to understand your clients’ and prospects‘ goals. It’s the only way you’ll be able to overcome their objections. Plus, the more people are given the opportunity to talk the more they will feel that you’re interested in them. And they will like you for it. Listening will help you start a client relationship and keep your existing relationships on a firm footing.
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Not Following Up Is the Second Most Common Reason Advisors Get Fired
July 6, 2015 / by Don Connelly / Managing the Relationship / 0 comments
If you tell a client you will do something and then you don’t do it, you will sooner or later lose that client. Your dependability will be questioned.
Think how many times over the last six months people have told you they would do something and then failed to do it. If you do that same thing twice, even over a year or two, you will be deemed at first blush to be undependable.
That is a giant step toward being viewed as not trustworthy.
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Six Relationship Management Tips for Financial Advisors
June 29, 2015 / by Diana Marinova / Connelly Corner, Managing the Relationship / 0 comments
Did you know Don Connelly has a YouTube channel? He regularly shares his wisdom in audio and video format on various topics which are interesting to Financial Advisors. One such topic is relationship management.
Here are the top six relationship management tips, taken directly from Don Connelly’s YouTube channel.
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10 Things Clients Want from Their Advisors
May 11, 2015 / by Don Connelly / Managing the Relationship / 0 comments
One of the things I’ve observed over the years is that good service does not sell. Great service sells.
Watch this video to hear Don explain how to make your service great.
One of the firms I really admire has done something that is so good that when you put together your service proposal, you have to refer to it.
The firm is Cadaret Grant. The late Mac Cadaret was a wonderful guy, Art Grant is a friend. The men and women that work there have built a tremendous organization. They took the time and the presence of mind to ask clients what top ten things they wanted from their advisors. I thought you’d like the answer.
Read more
5 Reasons to Develop Effective Listening Skills
April 16, 2015 / by Don Connelly / Managing the Relationship, Prospecting / 0 comments
The fact is, most of us simply don’t listen enough. That could be because of the increasing number of distractions going on around us, or because we often find it easier to focus on non-verbal clues – such as body language – rather than on what people are actually saying. But if you want to get ahead as a financial advisor you need to develop effective listening skills.
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How to Convince Someone to Trust You
February 19, 2015 / by Don Connelly / Managing the Relationship / 0 comments
Whether you’re a new or well-established advisor you may find it difficult to establish trust. It’s incredibly difficult to develop trust quickly. How can people know whether you’re honest, sincere and trustworthy when they first meet you? And people today tend to suffer from an inherent lack of trust. Their belief systems about investing have been shattered by a seemingly endless stream of bad news.
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How Much Value Do You Bring as a Financial Advisor?
February 12, 2015 / by Don Connelly / Don Guest Authoring at..., Managing the Relationship / 0 comments
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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Why Both You and Your Client Need the Skill of Visualization
January 19, 2015 / by Don Connelly / Managing the Relationship / 0 comments
Naturally your clients read the papers, watch the news, and use the internet to see what’s happening to their investments, they’re interested. And there will be bumps in the road. Keeping clients fully invested in the face of bad news is hard to do, so how do you get them to grin and bear it?
When someone sees their portfolio go down it’s your job to refocus them on the road ahead.
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The Biggest Mistake Advisors Make – Overpromising
January 8, 2015 / by Don Connelly / Managing the Relationship / 0 comments
Today I’d like to share with you a popular AskDON episode from the learning center at Don Connelly 24/7. The question comes from Beth in Kansas City:
“What do you think is the biggest mistake we as advisors make?”
Click the play button below to hear my answer or read the transcript.
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