Prospecting Archives - Page 8 of 9 - 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.

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.

How to Ask for Referrals

October 6, 2014 / by Don Connelly / Prospecting / 0 comments

I’m going to make a few comments about referrals. First of all, calling strangers, having to meet strangers, knocking on doors, that’s God’s revenge for not getting referrals.

Secondly, if you don’t ask, you’re not going to get them.

And thirdly, if you’re having trouble asking, let me tell you why. There’s a good chance you’re thinking too much about yourself. You’re saying to yourself ‘Am I begging here? Am I getting red in the face? Am I embarrassing myself by doing this?’

Be Organized – Make Prospecting a Priority

September 22, 2014 / by Don Connelly / Prospecting / 2 comments

I can conjure up many advantages to being organized. Less stress is way up there on my list. So is the luxury of having fewer decisions to make. But the number one reason is more time to sit face-to-face with clients and prospective clients.

My friend Jack is fond of saying that your success depends upon how many families you will touch going forward. Advisors who fare poorly generally do so because they don’t see enough people. It’s hard to have appointments when paperwork keeps getting in the way.

Objection Handling – Is It Possible to Forestall Objections?

September 18, 2014 / by Don Connelly / Don Guest Authoring at..., Prospecting / 0 comments

This is a guest post by Don Connelly, originally published on FA Magazine website.

The late Zig Ziglar observed that every sale has five basic obstacles: no need, no money, no hurry, no desire, or no trust. Which of these obstacles is a Financial Advisor likely to experience and can they be forestalled?

We can eliminate three of those obstacles as unlikely.

What Are The Most Important Networking Skills for Financial Advisors?

September 11, 2014 / by Don Connelly / Prospecting / 0 comments

Networking is an important prospecting tool, especially for newer Advisors who have a paucity of clients. Probably the two most common ways to network are via social media or face-to-face. Both methods are effective if done correctly.

The concept of networking is not new. In fact, it is two thousand years old. It would not have survived if it didn’t work. Getting ahead in the business world has a lot more to do with who you know than what you know.

While networking is pretty straight forward, there are specific skills involved. It involves a lot more than simply handing out business cards. Like other prospecting methods, networking entails being brilliant at the basics.

Your Selling Skills Are a Reflection of Your Self-confidence

July 24, 2014 / by Don Connelly / Marketing Yourself, Prospecting / 0 comments

Would you open an account with a Financial Advisor who was nervous and unsure of himself? Neither will your prospects.

Your livelihood is dependent upon your ability to sell yourself.

How well you sell yourself is in direct proportion to your self-confidence. The more success you have, the more you believe in your abilities and the higher you go. Top tier Advisors are supremely confident in their ability to influence and persuade. They have overcome the fear of failure.

It takes self-confidence to move another person to take action.

Self-Confidence Will Make You Unstoppable

May 12, 2014 / by Don Connelly / Prospecting / 0 comments

I was speaking at a Financial Services conference in Australia and heard an insurance company CEO issue a provocative challenge to the audience members.

“If you stand on any street corner in Sydney and ask everyone who walks by to buy life insurance, every eighty-fifth person will. The questions is, do you have what it takes to hear the word ‘no’ eighty-four times in a row?”
The failure rate in the Financial Services industry is north of eighty percent.

This industry hires a small fraction of the people who apply. We provide good training, good products and good internal and external support. Yet most fail. And they are good people who got hired for good reasons.

Lack of self-confidence doesn’t mean lack of ability.

Acquiring Negotiating Skills Will Help You Open More Accounts

April 21, 2014 / by Don Connelly / Prospecting / 0 comments

When a prospective client is trying to decide between you and the Advisor across the street, you need to make the case that you are the obvious choice and the prospective client has to agree with your conclusion.

The time will surely arise in your career when a client wants to move his or her account to another Advisor.

The time will surely arise in your career when a client feels she deserves a lower fee. The time will surely arise in your career when a client balks at a suggested course of action. The time may very well arise when a client decides to manage his account himself. All these issues must be resolved tactfully.

Any dialogue intended to reach an understanding is a negotiation and negotiating involves specific skills.

Your Goal Today Is to Get an Appointment

December 9, 2013 / by Don Connelly / Prospecting / 0 comments

What’s so magical about having goals? It’s not so much that we don’t achieve them. It’s that we too often conveniently forget we even have them. With or without goals, we still go in and chip away day after day. Not having goals is not going to cause us to skip a day. I work hard with or without goals. What’s the big deal?

There Are Only Three Objections You Will Ever Get

November 21, 2013 / by Don Connelly / Prospecting / 0 comments

Generally speaking, there are only three objections you will ever hear: I don’t have any money, I already have an Advisor and a third catch-all category we’ll call “I’m not interested.” Obviously, there are many more objections, such as “I can get it cheaper elsewhere.” But those specific objections fall into the catch-all category. Telling you that a discount house is cheaper than you is a way of someone saying he or she is not interested.

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