Prospecting Archives - Don Connelly & Associates

In the Prospecting blog category you will find blog posts about prospecting. Don’s tips would include but may not limited to prospecting for new clients, leaning on your clients, researching for clients, how to ask for referrals, and more.

Why You Need a Referral Strategy and How to Develop One

October 8, 2018 / by Don Connelly / Prospecting / 0 comments

Many advisors are uncomfortable asking clients outright for referrals, finding it hard to strike a balance between being aboveboard about wanting to acquire new business and being pushy or needy.

If that sounds like you, then you need to change your mindset because there are only three ways to gather new clients: From existing clients, people you know who are not yet clients, and people you don’t know yet. The best way by far to find new clients is via referrals.

Use Your Clients as Your Sales Force

September 24, 2018 / by Don Connelly / Prospecting / 0 comments

Use clients as your sales force - welcome to Don Connelly 247

A few years ago I got a question from Ryan who was wondering if I could give him some tips on how to increase the word of mouth that his clients give on his behalf and perhaps help to bring in more referrals.

Listen to the recording of my conversation with Ryan or read the transcript below to learn what I suggest he does and how he can use his clients as his sales force.

3 Types of Clients You Should Want to Attract and Retain

April 2, 2018 / by Don Connelly / Prospecting / 0 comments

It’s surprising to find that certain broad sectors of the population still remain underserved in certain instances.

If you, unlike other advisors, can devise a strategy to attract and retain these potentially valuable clients, you could vastly improve your business.

Let’s have a look at three types of clients you should try to attract and retain.

5 Reasons Why Prospects Will Hire You Over The Competition

February 5, 2018 / by Don Connelly / Prospecting / 1 comment

People won’t decide to do business with you because of your products, expertise, experience or reputation. These attributes (whilst important) will not ultimately convert prospects into loyal clients. Your hard skills won’t provide them with a compelling enough reason to hire you over the competition. If you want to impress prospects, you need to demonstrate that you are not only smart, but that you are likeable and trustworthy.

Here are five reasons why a prospect will hire you over the competition.

4 Fears Prospecting Can Eliminate for You

January 1, 2018 / by Don Connelly / Prospecting / 0 comments

Prospecting is the backbone of your business. Nothing happens until you get yourself in front of potential clients – which is why the most successful advisors are generally those who regularly prospect right through their careers.

The more you prospect, the more proficient you will become and the more business you will secure. The act of prospecting also empowers you and helps you to overcome your fears.

Here are four such fears that prospecting can eliminate for you.

Telltale Signs That a Prospect Is About to Waste Your Time

December 4, 2017 / by Don Connelly / Prospecting / 0 comments

Your time is precious so it’s essential that you spend it productively by prospecting to the right people. Some prospects are not worth spending time on – maybe expressing an interest when they’re not really committed to investing – and despite all your best efforts you won’t be able to do anything to change their minds. The problem is these prospects can be difficult to identify.

Here are a few telltale signs that someone is not about to do business with you.

Learn to Make The Choice to Not Open The Account

June 12, 2017 / by Don Connelly / Prospecting / 0 comments

When you’re first starting out as a financial advisor getting any work at all can seem like a good thing. In fact, the prospect of turning down new business could seem terrifying. However, you need to change your approach or you could end up working long term with unprofitable and stressful clients. To avoid such a scenario, you need to make the decision not to open certain accounts in the first place.

Here are a few ways to help you identify whether a prospect is going to be a good fit for you – and how to say no politely if you discover they aren’t.

5 Tactics to Get Prospects off The Fence

April 10, 2017 / by Don Connelly / Prospecting / 0 comments

Breaking a prospect’s apathy is difficult.

Telling someone to invest or think long term is like telling someone to be patient. And telling someone to be patient simply doesn’t work. Instead you need to ‘teach’ prospects what long term investing really means. Use stories and analogies to stir emotions, curb their impatience and give them reasons to invest. Here are five ways you can do that and help prospects get off the fence.

Put Rejection in Perspective

March 13, 2017 / by Don Connelly / Prospecting / 0 comments

A while back I was kicking around ideas with a friend of mine, Mark Jennings. Mark’s an advisor with Investors Group. He told me a great story that will help you put rejection in perspective.

Listen to the audio or read the transcript to learn the story and takeaway message.

How to Get Prospects Off The Fence

February 20, 2017 / by Don Connelly / Prospecting / 0 comments

When a prospect turns around and says he or she needs to think things over they’re likely basing their indecision on fear or laziness. Maybe they’re fearful about the shaky economy, distrustful about paying you a fee, or just simply don’t want to leave their comfort zone. All their ‘reasons’, however, are based on emotion – and to break this inertia, you need to use techniques that will motivate them to act.

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