June 26, 2014 / by David Hubbard / Best Practices, Managing the Relationship / 0 comments
Ok, it’s the moment of truth. Answer this question honestly. Do you love what you do? Wait, I didn’t say “like”, I said “LOVE”.
Hopefully, you answered with a yes!
Now, let me ask that same question a little differently. Are you passionate about helping your clients achieve their financial goals?
Again, I hope the answer is yes!
These are important questions that I ask the many financial advisors whom I coach. All of these financial advisors desire to be extremely successful. Unfortunately, not all of them are able to say that they love the relationship part of the business. That presents a major problem for them to achieve the success that they are looking for.
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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.
Create Great Relationships with Your Clients
December 22, 2014 / by Don Connelly / Managing the Relationship / 0 comments
Today I want to talk to you, not as if I’m talking to your clients; I want to talk to you about the type of relationship you have to create with your clients. This podcast was originally posted in the Tools of the Trade Library on Don Connelly 24/7 learning center.
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5 Reasons to Be an Accountable Financial Advisor
December 18, 2014 / by Don Connelly / Best Practices, Managing the Relationship / 0 comments
Many advisors know ‘what’ they do, but they don’t know what they ‘need to do’ to achieve their goals, and enjoy real success. They leave their potential undeveloped. It doesn’t matter how smart you are, how confident you are or how much you care about your clients, you will find success elusive, unless you become accountable. Accountability is the secret to your success and here’s why.
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Why Presence of Mind Is Crucial for Financial Advisors Success
November 24, 2014 / by Don Connelly / Managing the Relationship / 0 comments
Let’s talk about presence of mind.
When wagon trains traveled across America, the trips were fraught with peril. Wagon masters hired scouts to go in advance of the wagons to look for potential danger. All human beings are hardwired to be on the lookout for danger. To be forewarned is to be forearmed.
The media serve as today’s scouts. We want to know what dangers lay ahead. To be forewarned is to be forearmed. And the media outlets do a great job. Be careful!
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How to Anticipate, Overcome and Avoid Getting Objections
October 13, 2014 / by Don Connelly / Managing the Relationship, Prospecting / 0 comments
In our most recent webinar we discussed the issue of client objections. Why do we get objections, what objections are we likely to get, and how do we overcome them? More to the point, can objections be avoided entirely?
We concluded that successfully overcoming objections is a stepping stone in the relationship-building process.
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How Interpersonal Relationships Lead to You Being Trusted
September 15, 2014 / by Don Connelly / Managing the Relationship / 0 comments
By now you know my belief about gathering assets. If someone likes you, trusts you and thinks you are smart, you get the assets. If another Advisor ranks higher in those categories, he or she gets the assets.
Follow the Golden Rule and you will be likable. Simplify the business so that your listener can understand every word you say and you will be perceived as smart.
Do what you say you are going to do and you will earn the other person’s trust.
Like most things in life, the solution to each of these perceptions is simple. It’s not easy, but it is simple.
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Are You Good at Dealing with Difficult Clients?
August 25, 2014 / by Don Connelly / Managing the Relationship / 2 comments
Difficult clients are not unique. Every Advisor has encountered or will encounter obstreperous personalities. There are many reasons why clients become difficult. Let’s make this easy and say we are dealing with a personality clash. A decision has to be made: keep him or fire him. Let’s explore both choices.
Firing a client is difficult if you don’t like confrontation or hurting someone’s feelings.
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Why Some People Choose Not to Do Business with You
August 18, 2014 / by Don Connelly / Don Guest Authoring at..., Managing the Relationship / 0 comments
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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Every Time You Sit with a Client, Your Leadership Skills Are on Display
August 11, 2014 / by Don Connelly / Managing the Relationship / 0 comments
I want to remind you that next to the family doctor, you are the most important person a family will meet. You are not a vendor. You are the person who has been chosen to lead this family to their safe retirement heaven. The burden is on them to make the sacrifices necessary to guarantee peace of mind in their later years. The burden of you is to make sure they do it.
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How Passion and Love for The Business Helps Financial Advisors Succeed
June 26, 2014 / by David Hubbard / Best Practices, Managing the Relationship / 0 comments
Ok, it’s the moment of truth. Answer this question honestly. Do you love what you do? Wait, I didn’t say “like”, I said “LOVE”.
Hopefully, you answered with a yes!
Now, let me ask that same question a little differently. Are you passionate about helping your clients achieve their financial goals?
Again, I hope the answer is yes!
These are important questions that I ask the many financial advisors whom I coach. All of these financial advisors desire to be extremely successful. Unfortunately, not all of them are able to say that they love the relationship part of the business. That presents a major problem for them to achieve the success that they are looking for.
Read more
Developing Your People Skills Begins with Understanding Yourself
June 23, 2014 / by Don Connelly / Managing the Relationship / 0 comments
People who are able to discern the feelings of others have a distinct advantage in life. They generally out earn and outperform those who cannot. Having this ability is a reflection of one’s emotional intelligence. People with high emotional intelligence understand themselves and they understand the impact they have on others. They know when and how to make the other person feel good. They are able to influence decisions. They have great people skills.
As an Advisor, it is to your advantage to have or develop great people skills.
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