/ 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.
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.
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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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Every Time You Sit with a Client, Your Leadership Skills Are on Display
/ 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
/ 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
/ 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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Emotional Intelligence Enables Us to Manage The Emotions of Others
/ by Don Connelly / Managing the Relationship / 0 comments
You and I like to think of ourselves as objective thinkers. We try to put our emotions aside. We live in a world of research and numbers. Our recommendations are black and white. Investment results are there for all to see. Our advice is either good or bad. The plans we recommend either work or they don’t. Clients say yes or no. We open the account or we don’t.
Our clients, on the other hand, are subjective thinkers.
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Make Sure You Are Not Just Moving, but Moving in The Right Direction
/ by Don Connelly / Managing the Relationship, What's New / 0 comments
Brian Church, business consultant and author, was our special guest on the recent April 30, 2014 Webinar. Participants from around the globe watched and listened as Brian put forth his ideas on how Financial Advisors can and must keep their businesses, their ideas and their client relationships moving in the right direction.
We must focus on LIFT, Brian’s term for growth; bettering our delivery, making the best use of our time, and growing our revenue through thick and thin. As fees continue to get compressed, we must increase the value of what we offer to the public.
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