May 30, 2022 / by Don Connelly / Prospecting / 0 comments
In their interactions with prospects, financial advisors reach a critical juncture when they must determine when or if a prospect is ready to become a client. If they make the wrong determination, it will likely result in a missed opportunity. Trying to close prospects before they are ready can push them away, while waiting too long can cause them to lose interest.
Wouldn’t it be nice if, when they are ready to buy, prospects would just pipe up and say, “I’d like to get started?” Unfortunately, it rarely happens that way. Your prospects are just as apprehensive about making a buying decision as you are asking them to buy. Most people need to be held by the hand and reassured that they’re making the right decision. Some may need a stronger nudge. But in almost every instance, financial advisors must know when the time is right and take the appropriate action.
If you bring a prospect far enough along in the process, it means you’ve probably done a lot of things right—built rapport, discovered their pain, explained your process and how you bring value, etc. Then it becomes a dance. Like that girl or boy you’ve been staring at across the dance floor, they will provide clues or buying signals when they’re ready to be asked. Here are a few such signals or clues.
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How to Tell When a Prospect Is Ready to Become a Client
May 30, 2022 / by Don Connelly / Prospecting / 0 comments
In their interactions with prospects, financial advisors reach a critical juncture when they must determine when or if a prospect is ready to become a client. If they make the wrong determination, it will likely result in a missed opportunity. Trying to close prospects before they are ready can push them away, while waiting too long can cause them to lose interest.
Wouldn’t it be nice if, when they are ready to buy, prospects would just pipe up and say, “I’d like to get started?” Unfortunately, it rarely happens that way. Your prospects are just as apprehensive about making a buying decision as you are asking them to buy. Most people need to be held by the hand and reassured that they’re making the right decision. Some may need a stronger nudge. But in almost every instance, financial advisors must know when the time is right and take the appropriate action.
If you bring a prospect far enough along in the process, it means you’ve probably done a lot of things right—built rapport, discovered their pain, explained your process and how you bring value, etc. Then it becomes a dance. Like that girl or boy you’ve been staring at across the dance floor, they will provide clues or buying signals when they’re ready to be asked. Here are a few such signals or clues.
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Finding the Right Mentor
September 20, 2021 / by Don Connelly / Best Practices / 0 comments
Financial advisors must bring with them some essential traits. They need to be ambitious, courageous and thrive on hard work. That’s just the minimum required to survive the early years. From there, the learning curve is steep, with much to learn—technical and analytical skills, product knowledge, and critical soft skills—all while riding a wild rollercoaster of ups and downs. Those who choose to go it alone struggle mightily to get to the next level. But those who develop a successful relationship with the right mentor often flourish.
Mentors are vital to financial advisors’ growth and development, helping them achieve all their goals and prepare them to face even the harshest of markets with equanimity.
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Seven Things to Do to Set Yourself Up for Success as a Financial Advisor
June 1, 2020 / by Don Connelly / Best Practices / 0 comments
All Financial Advisors need a track to run on. That is, a set of activities that you know are productive, and that will continue to guide you on your path to success, even … and this is key… even if you don’t feel like working!
Here is a set of seven principles that will help keep you focused and moving along your path to the very top of our profession.
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What’s New on Don Connelly 24/7 in February 2015
March 2, 2015 / by Don Connelly / What's New on Don Connelly 24/7 / 0 comments
Here’s this month’s blog post from the series, What’s New on Don Connelly 24/7. We recap new podcasts, Weekly Focus issues, the Monthly Newsletter, and webinar replay. Read on!
What’s new on Don Connelly 24/7 in February 2015
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Stick to the Basics – Success Tip for Financial Advisors
February 23, 2015 / by Don Connelly / Best Practices / 0 comments
Let’s talk a bit about sticking to the basics.
I had the good fortune one time of talking with Quinn Buckner. Quinn Buckner, I believe, won a national championship in college in basketball, played in the NBA for the Boston Celtics. I’m a basketball fan and a big Celtic fan. Quinn played with Larry Bird who I think, along with Michael Jordan, is the best that ever lived.
I asked Quinn Buckner what the most amazing thing was that he ever saw Larry Bird do. And he said:
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New Year’s Resolutions for 2014
December 30, 2013 / by Don Connelly / What's New / 2 comments
I make too many New Year’s resolutions. I know that because I have never once kept them all. That’s ironic since I preach simplicity. So this year, I’m going to eat my own cooking. I’m going to simplify my list. I’m going to make one resolution for you and one resolution for me. Let’s start with you.
Repeat after me: In 2014, I resolve to ask for the order.
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