July 31, 2017 / by Don Connelly / Managing the Relationship / 0 comments
When prospecting see yourself as the professional consultant you are. Your job is of the utmost importance – you’re there to safeguard your clients’ financial future. It doesn’t get much more important than that and you are due respect.
So, if you find you’re fighting to win new clients, rushing through a presentation or apologizing for asking for the order, take a step back. Understand that you add value to your clients’ lives. Because of you people will be able to retire comfortably or get their kids through college. Your clients should feel privileged to do business with you, not the other way around.
Here are three things to avoid doing with clients.
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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.
Believe in Your Value and Never Do These Three Things with Clients
July 31, 2017 / by Don Connelly / Managing the Relationship / 0 comments
When prospecting see yourself as the professional consultant you are. Your job is of the utmost importance – you’re there to safeguard your clients’ financial future. It doesn’t get much more important than that and you are due respect.
So, if you find you’re fighting to win new clients, rushing through a presentation or apologizing for asking for the order, take a step back. Understand that you add value to your clients’ lives. Because of you people will be able to retire comfortably or get their kids through college. Your clients should feel privileged to do business with you, not the other way around.
Here are three things to avoid doing with clients.
Read more
Be Prepared – Don’t Ever Run and Hide
July 17, 2017 / by Don Connelly / Managing the Relationship / 0 comments
What do you do when the market takes a turn for the worst? Do you wait for the storm to pass and simply do nothing – or do you reach out to clients and reassure them things will get better? According to recent research carried out by Financial Advisor Magazine failure to communicate with clients on a timely basis is the number one reason advisors lose clients. The upshot is you need to be prepared to talk to clients both in the good times and the bad times.
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Five Reasons Why You Should Always Ask for Feedback
July 3, 2017 / by Don Connelly / Managing the Relationship / 0 comments
Feedback is essential if you are to successfully grow your career as a financial advisor. By regularly asking for feedback – from prospects, clients and influencers – you will be able to identify the areas you need to change for the better. Here are five reasons why you should seek feedback.
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5 Things You Should Do to Successfully Manage Your Relationships with Clients
May 29, 2017 / by Don Connelly / Managing the Relationship / 0 comments
What your clients do this year and going forward will not be dictated by world events alone. It will be dictated by the strength of their relationship with you. That’s why you need to make relationship building one of your top priorities.
Here are five ways to keep your relationship on a firm footing.
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Lead by Example – Prepare Yourself so Your Clients Are Ready Too
May 22, 2017 / by Don Connelly / Managing the Relationship / 0 comments
As an advisor, you need to prepare your clients for events that have not yet happened. You need to know in advance how you are going to manage your relationship with them when the markets take a downturn.
To step up to this challenge you need to practice your soft skills so that you inspire your clients with confidence in what you say. If they believe in you and think you are the ‘real deal’ they will go where you lead them.
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What Not to Do in The First Client Meeting
April 3, 2017 / by Don Connelly / Managing the Relationship / 0 comments
It takes hard work and perseverance to set up a first appointment with a potential client. Don’t waste this precious opportunity by approaching the meeting in the wrong way – because it’s unlikely you’ll get a second chance.
There’s no ‘first meeting rule book’, however there are some things to avoid if you want to move things forward. Here are a few.
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What to Do in The First Client Meeting
January 23, 2017 / by Don Connelly / Managing the Relationship / 0 comments
Meeting with a prospective client for the first time makes many advisors nervous. It’s your big opportunity to influence people to do business with you – or lose them forever. It’s essential to be prepared so that you come across as likeable and reliable – someone they can trust to oversee their finances and establish their future security. Here’s how to do that.
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An Idea on Getting Referrals and Thanking Clients
January 16, 2017 / by Don Connelly / Managing the Relationship, Prospecting / 0 comments
I have a friend who every year has a dinner for those clients who gave him a referral that became a new account during the year.
Watch the video below or read the transcript to learn the details about the referral dinner concept.
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7 Ways to Manage Client Expectations
November 28, 2016 / by Don Connelly / Managing the Relationship / 0 comments
Managing client expectations is crucial in order to keep your clients invested in you and with their financial plan. Here are a few ways to make sure you deliver on your clients’ expectations both in terms of investment performance and your level of service.
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Put The Client Before Yourself
November 14, 2016 / by Don Connelly / Managing the Relationship / 0 comments
As you know I’m always on a lookout for a good story. I read a great story not long ago, in Motivational Manager, told by Dana McCary who is a motivational speaker.
He said that when he was growing up, he’d been a waiter at Opryland in Nashville. He learned a very important business lesson.
Listen to the story or read the transcript below.
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