12 prospecting ideas for advisors mp3 Archives - Page 3 of 3

Recognize When It’s Time to Move On

December 5, 2016 / by Don Connelly / Prospecting / 0 comments

Prospecting is the backbone of your business. It’s the one task you cannot delegate, since people need to like and trust you personally if they are to do business with you. So you should be constantly perfecting your soft skills in order to connect with and win new clients.

Inevitably however despite all your best efforts, you will fail to win influence with certain prospects. And it can be hard giving up on them – especially if you believe there’s even the tiniest chance of them converting.

There is a fine line between giving up too quickly and not knowing when to give up.

Approaching Strangers Can Only Change Your Practice for The Better

November 7, 2016 / by Don Connelly / Prospecting / 0 comments

You were probably brought up being told ‘don’t talk to strangers’. However, this rule doesn’t apply to adults, especially if you work as a financial advisor. Many advisors struggle with ‘cold’ approaching and prospecting, because it makes them feel anxious and fearful. However, unless you conquer this fear you will not be able to take your business to the next level. People are voice-activated. They are not going to talk to you. You’ve got to talk to them.

Get Involved in Your Clients’ Decision-Making Process

October 31, 2016 / by Don Connelly / Managing the Relationship / 0 comments

To win new business, earn loyalty and get referrals, you need to focus on what your prospects and clients are thinking. We all have our own particular ‘mental model’ or way we see the world, based on our beliefs and experiences. According to classic consumer behavior theory we tend to follow similar thought processes when we make a decision whether to purchase a certain product or service.

By understanding this consumer behavior, you can tap into your prospects’ thought processes early on and influence decisions in your favor.

A Blueprint for Aspiring Million Dollar Producers to Follow

September 19, 2016 / by Don Connelly / Best Practices / 0 comments

A while ago I received an email from Guy Steele who is a friend and an advisor in Hawaii. He said:

“Give me an idea of how a million dollar producer works. How many calls a day do they make? How many hours a day do they work? Mentally what’s their mindset each day when they go to the office? Do you have a blueprint for aspiring million dollar producers to follow?”

Listen to Don’s answer or read the transcript below.

Three Major Challenges Financial Advisors Face when Acquiring Clients

August 22, 2016 / by Don Connelly / Marketing Yourself / 0 comments

Pinpointing the main challenges Financial Advisors face in their daily work is a challenge in itself, considering there are so many. But here are three of the most often cited pain points – with a few tips on how to address them.

#1. Getting referrals

If like a lot of other advisors, you often find it difficult to ask for referrals it’s because asking for referrals is essentially like asking for help to grow your business. And having to ask for someone’s help feels like admitting that your business is deficient in some way. Asking for referrals also means facing up to your fear of rejection.

How to Be a Better Prospector

July 25, 2016 / by Don Connelly / Prospecting / 0 comments

To succeed in this competitive industry, you need to be creative when it comes to acquiring new clients. No one universal approach is likely to be your Holy Grail when it comes to prospecting. Instead, you will need to adopt a number of prospecting approaches and learn, through trial and error, which work best for you. Once you’ve found a method you’re good at, you’re likely to enjoy finding clients that way, boosting your job satisfaction as well as your ability to attract new clients. Here are a few prospecting approaches to try.

Is Cold Calling Still an Effective Prospecting Method for Financial Advisors?

May 9, 2016 / by Don Connelly / Prospecting / 3 comments

Technology and the ‘no-call’ rules have changed habits when it comes to cold calling. It’s no longer seen as the ‘go-to’ method for prospecting, with social media, the internet and networking often seen as better ways to reach out to new clients. But there are good reasons why cold calling – when done correctly – is a quality tool and why it should be a necessary and permanent part of your business.

Don’t Compare Yourself to Others – Focus on Your Own Success

April 4, 2016 / by Don Connelly / Best Practices / 0 comments

Comparing yourself to other advisors and idealizing their qualities while underestimating your own abilities is a self-defeating habit, yet many advisors constantly do this. Believing that there are other advisors out there who are “better”, “more accomplished” or “more successful” than you can set you on a downward spiral because you feel you can’t measure up.

5 Financial Advisor Marketing Ideas You May Never Have Thought of

January 25, 2016 / by Don Connelly / Marketing Yourself / 0 comments

To stand out in an increasingly competitive marketplace, advisors need to be creative in their approach to finding and retaining clients. Here are a few marketing tactics you may not have come across that could help to ignite your business.

Why Focus on Bringing Your Prospecting Skills Up a Notch

December 28, 2015 / by Diana Marinova / Connelly Corner, Prospecting / 0 comments

The raw truth about our business is that nothing happens without an appointment. You may be the greatest or the smartest advisor in the world, but if you don’t have enough appointments your business will suffer. If you don’t meet enough people, your business will suffer. If you are not a good prospector, your business will suffer.
Check out several posts that continuously received the most positive feedback from our readers this year – coincidentally, they are all about prospecting!

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