September 30, 2019 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
It’s your job to get prospects off the fence. You need to persuade them that hiring you to manage their investments is the right thing to do. Before they make that decision, however, they need to understand what it is they are buying, and why they need to buy it. Because “people don’t buy what they don’t understand.”
This is where analogies can help push the balance in your favor. They make the unfamiliar familiar.
An analogy is “a comparison between one thing and another, typically for the purposes of explanation or clarification”.
Analogies can help you put forward an argument so that prospects see things in a new light – and conclude, of their own accord – that it makes sense to do business with you.
Here are three situations that warrant the use of analogies.
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In this blog category you will find blog posts packed with stories, analogies, power phrases and how to use them to better your practice and to become a successful financial advisor.
The Clock: A Great Sales Idea to Overcome Irrational Pessimism
April 13, 2020 / by Don Connelly / Investing Wisdom, Storytelling, analogies and power phrases / 0 comments
You may have heard me talk before about my good friend and successful Advisor, Mark Dick. He once said to me that ‘dividends are tangible evidence that good companies don’t use smoke and mirrors because dividend checks don’t bounce.’ That is a strong power phrase that gave me a great sales idea.
Listen to the audio episode or read the transcript below to learn what the clock sales idea and how to use it.
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Don’t Underestimate the Power of a Good “Who I Am” Story
March 2, 2020 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Human beings are storytellers. We tell stories because we respond to stories. It’s been so since the dawn of history.
In western civilization, we have received many of our great stories, myths, legends and cultural archetypes from stories memorized and passed down from generation to generation around campfires, dating back to pre-literate times.
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Three Situations when Analogies Can Help Allay Clients’ Concerns
October 28, 2019 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
As their advisor it’s your job to stop clients from worrying unnecessarily and making bad decisions. You need to find a way to check their behaviors and reassure them that they should follow your lead.
Analogies are a great way to allay clients’ concerns and get across why what you say makes perfect sense. Here are three situations where it will pay you to use analogies to keep things on track.
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The Right Story at the Right Time Can and Will Tip the Decision in Your Direction
October 14, 2019 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
When you meet with prospective clients, they will very possibly have concerns. They may be worried about investing per se, undecided about whether now’s the right time to invest, or unsure if you are worth your fees.
Don’t see their concerns as obstacles but as an opportunity to build trust. If you suspect they feel anxious, step in tell them an “I know what you’re thinking” story to reassure them they’re doing the right thing. This is a story designed to take away some of your prospect’s concerns.
Here are some situations where a good story can help persuade prospects to hire you as their advisor.
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Using Analogies in These 3 Situations Can Help Turn Prospects into Clients
September 30, 2019 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
It’s your job to get prospects off the fence. You need to persuade them that hiring you to manage their investments is the right thing to do. Before they make that decision, however, they need to understand what it is they are buying, and why they need to buy it. Because “people don’t buy what they don’t understand.”
This is where analogies can help push the balance in your favor. They make the unfamiliar familiar.
An analogy is “a comparison between one thing and another, typically for the purposes of explanation or clarification”.
Analogies can help you put forward an argument so that prospects see things in a new light – and conclude, of their own accord – that it makes sense to do business with you.
Here are three situations that warrant the use of analogies.
Read more
Why You Need a ‘Why I Am Here’ Story
July 15, 2019 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
We all know that everyone likes a good story, a fact that’s backed up by science. When we hear a story that resonates with us, our levels of the ‘feel good’ hormone oxytocin rises. This motivates us to work with others and has a positive impact on our social behavior.
Stories can also help to build connections and create empathy with prospects and clients.
So, it’s no surprise that story form is great for illustrating to prospects that you are there for the right reasons – that you’re not in this business simply to make money but to add value to people’s lives.
Here are a few ways developing a ‘Why I Am Here’ story will help you grow your business.
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5 Dos of Developing Good Storytelling Skills
August 13, 2018 / by Don Connelly / Storytelling, analogies and power phrases / 2 comments
The ability to tell interesting stories is an essential skill for all advisors. Stories are an effective way of letting people get to know the real you, and they’re also useful when it comes to educating clients.
Few of us are born natural raconteurs – but if you commit to developing your skills and practising them regularly, over time you can become a great storyteller.
Here are 5 best practices when it comes to developing good storytelling skills.
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Making Your Service Memorable
July 30, 2018 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Let’s talk about outstanding service. That’s the rare commodity in this country. Americans have forgotten what good service is. People around the world have forgotten what good service is. And I’m telling you, if you want to outperform the competition, don’t have just good service, make your service memorable; service people will talk about.
Listen to the audio or read the transcript below to learn Don’s thoughts on memorable service.
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6 Analogies to Use When Convincing Clients to Stick to The Plan
July 9, 2018 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Stories and analogies are great ways to capture a client’s attention and get them to see things from a different perspective. When used correctly they’re highly useful tools to help persuade clients to act in the way you want them to. Analogies are especially effective because clients come to understand what you’re saying by drawing their own conclusions.
Here are six great analogies to help your clients see that they should stick to the plan.
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The Market Is on Sale When It Dips
May 28, 2018 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
This session of Mr. and Mrs. Client I want to thank Ruth Sully. Ruth is a friend and advisor in Californiawho told me a great story. You can use it if you have clients who want to put their investment plan on hold when the market takes a downturn.
Watch the video or read the transcript below to learn the story.
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