The bullishness we experienced for so long gave way to hesitancy in 2022 and will no doubt continue during 2023. Clients are nervous. They are getting bombarded with information from too many sources so they need someone they trust to sort it all out.
You have to be in front of this discussion. When people have a health scare, they do not turn to WebMD. They want a face-to-face meeting with a doctor. The sicker they are, the more the insistence. When people have a financial scare, they do not want to turn to chatbots and the internet for generic advice. They want a face-to-face meeting with a financial professional. The greater the scare, the greater the insistence. And few things scare investors more than extreme volatility.
Don will give you a compelling investing story that clients will understand and remember. He will teach you how to highlight your personal story. And he will convince you that in order to justify your fees, you must show people that you are irreplaceable.
During the presentation you will hear:
The challenges in 2023 are clear. Nervous clients need reassurance that the course of action you are recommending is the right one. And they need to know that you are the right Advisor to lead them on the journey. You gain credibility when you tell a great story that people actually understand, a story that helps them connect the dots. Stories turn facts into fun.
Stories are easier to understand than facts. They help you package your ideas so that they are easy to understand. Stories and analogies help simplify complex ideas. Explaining something as sophisticated as volatility is a bandwidth issue. The less the amount of information there is to absorb, the more clients will remember what you say.
Clients typically don’t react based on how they think. They react based on how they feel. They are emotional in volatile markets. Emotional people don’t respond to facts and figures. Rational arguments do not motivate them. You’ve got to repackage all the data you have about volatility into a language that will persuade and motivate. You have to tell your clients the right story to help them understand that they will be okay with you as their leader.
People do not buy what they don’t understand. Stories and analogies make the unfamiliar familiar. Clients remember stories because our brain works in story fashion. We think in narrative form. We don’t think one word at a time and we don’t think in bullet points. Numbers persuade clients to follow your advice. Stories motivate them to follow your advice. Big difference.
Attend this presentation and you will obtain the knowledge and the tools to gain clients and gather assets during periods of extreme volatility, especially if your competition does not have a compelling story. To quote Dr. Howard Gardner, “Stories constitute the single most powerful weapon in a leader’s arsenal.”
Don Connelly’s career on Wall Street spans nearly 50 years and today he is one of the most successful speakers in the Financial Advisory industry. Don Connelly educates, entertains and motivates audiences; more importantly – he inspires financial Advisors to achieve great accomplishments through mastering the conversational tools and soft skills that allow financial professionals to communicate with their clients in a totally confident, straightforward and understandable way.
Don’s mission for financial professionals is profound, yet simple:
The more successful we become the further we get away from the basics that made us successful in the first place. Learn to do something right and then do it right every single time.
In an industry that is constantly trying to reinvent itself it’s nice to hear someone, indeed a legend like yourself, preaching the virtues of being nice to people, earning their respect and trust, and learning as a student of the game anything and everything to help mom and dad at the kitchen table.
Thanks so much for what you’ve given me to get back on track — $2.5 million in new assets and possibly another $5 million in the pipeline. Back to the basics-I listen to three podcasts of yours every morning before getting ready for work. Thanks for your wisdom and common sense.
You have my eternal gratitude for making my business successful. Thank you again for your contribution to this great business. I am confident that you have touched and improved endless number of lives.
Don, thank you for all your support over the years. You have had a major impact on the way I approach my meetings and presentations. In short…..”Game Changer.
I have learned so much from you in the past couple of days, since joining Don Connelly 24/7. I love your style and ability to say it like it is. You have such a fantastic way of putting things into perspective.
I have to say you have been an inspiration to me over my career. I always look to your stories to lift me through the bad times and keep me charged during the good ones. Keep up the good work. It works!
Thank you for the many years of inspiration. You have been a driving force in my business for years.
The Don of forthright, practical, time tested and market proven financial advice training. Full of one liners; totally authentic. Love it.