/ 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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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.
How Much Value Do You Bring as a Financial Advisor?
/ 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
/ 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
/ 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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Create Great Relationships with Your Clients
/ 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
/ 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
/ 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
/ 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
/ 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.
Read more
Are You Good at Dealing with Difficult Clients?
/ 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
/ 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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