July 18, 2022 / by Don Connelly / Managing the Relationship, Prospecting / 0 comments
It takes a lot of time, patience, and effort to move a prospect through the funnel to the point when they finally agree to meet with you. For every prospect that makes it that far probably six to nine fall by the wayside. That makes that first meeting ever so crucial. There’s a lot that must be accomplished. It has to go perfectly. There’s a minimal margin for error.
Every advisor has their own formula for constructing a perfect prospect meeting. It invariably includes a polished presentation and ample opportunities to present oneself as a likable, competent professional.
However, ensuring that first meeting is a success comes down to how you structure it to address all the prospect’s questions and concerns. They’re meeting with you to find out who you are and why they should work with you. They need the answers to very specific questions on their mind even though they may not ask them. So, why not structure the meeting around what your prospects really want to know?
Here are a few such questions they are asking themselves.
Read more
Nail the First Meeting with a Prospective Client: Address What Your Prospects Want to Know
July 18, 2022 / by Don Connelly / Managing the Relationship, Prospecting / 0 comments
It takes a lot of time, patience, and effort to move a prospect through the funnel to the point when they finally agree to meet with you. For every prospect that makes it that far probably six to nine fall by the wayside. That makes that first meeting ever so crucial. There’s a lot that must be accomplished. It has to go perfectly. There’s a minimal margin for error.
Every advisor has their own formula for constructing a perfect prospect meeting. It invariably includes a polished presentation and ample opportunities to present oneself as a likable, competent professional.
However, ensuring that first meeting is a success comes down to how you structure it to address all the prospect’s questions and concerns. They’re meeting with you to find out who you are and why they should work with you. They need the answers to very specific questions on their mind even though they may not ask them. So, why not structure the meeting around what your prospects really want to know?
Here are a few such questions they are asking themselves.
Read more
Working Mostly Online in a Post-pandemic World Is Especially Hard on New Advisors
December 28, 2020 / by Diana Marinova / Best Practices, Connelly Corner / 0 comments
This turbulent year is almost over and looking back, we see a few clear trends of topics that interested Financial Advisors the most on our blog during 2020. We’d like to share some of them with you now, in case you missed them the first time around.
Here are the first three topics most requested and read by our community of financial professionals in 2020.
Read more
Advice for New Financial Advisors – 8 Things Veteran Advisors Wish They Knew When They First Started Out
April 20, 2020 / by Don Connelly / Best Practices / 0 comments
“Experience is the best teacher. But only a fool learns by no other.”
This is a slight misquotation of Benjamin Franklin. But the idea is sound: We all can and should learn from the mistakes and experiences of those who came before us.
And advisors are certainly making mistakes! Somewhere between 70 and 90 percent of financial advisor trainees are out of the business by their fourth year. And too many of those who survive aren’t thriving.
So we asked some veteran financial advisors what they wished they knew when they first started out in this business, or what they would do differently if they could start over. There was a lot of variation in the details, but most of them had these themes in common.
Read more