/ by Don Connelly / Managing the Relationship / 0 comments
It’s long been said that people might forget what you say. But they will never forget how you made them feel.
There’s a lot of truth to that. And one of the first things your clients and prospects should feel is that you understand what they’re going through. Before some of you were born, there was a great, great sales trainer and educator named Zig Ziglar. Look him up! He learned to sell by selling brushes. Door-to-door.
He went on more sales calls before breakfast than some of you go on in a month. And he used to say “People don’t care how much you know, until they know how much you care… about them.”
There’s two steps to that equation: First, you need to genuinely understand what they are going through. Second, you need to communicate that to them.
Read more
How to Convince Prospects and Clients That You Understand What They’re Going through
/ by Don Connelly / Managing the Relationship / 0 comments
It’s long been said that people might forget what you say. But they will never forget how you made them feel.
There’s a lot of truth to that. And one of the first things your clients and prospects should feel is that you understand what they’re going through. Before some of you were born, there was a great, great sales trainer and educator named Zig Ziglar. Look him up! He learned to sell by selling brushes. Door-to-door.
He went on more sales calls before breakfast than some of you go on in a month. And he used to say “People don’t care how much you know, until they know how much you care… about them.”
There’s two steps to that equation: First, you need to genuinely understand what they are going through. Second, you need to communicate that to them.
Read more
Sales Jiujitsu: How to Introduce Yourself as a Financial Advisor
/ by Don Connelly / Presentation Skills / 2 comments
Occasionally I get asked about the best way to introduce yourself as a financial advisor.
That’s an important skill. But in some ways, focusing on introducing yourself to other people is looking at the problem from the wrong direction. There’s always the risk that going to a business mode when the prospect is not yet receptive to it will cause them to go into “shields-up” mode.
Instead, turn that process inside out: Consider finding ways to get prospects to introduce themselves to you.
The difference is fundamental.
Read more
The Right Story at the Right Time Can and Will Tip the Decision in Your Direction
/ 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.
Read more
How to Be a Financial Advisor
/ by Don Connelly / Best Practices / 0 comments
Working as a financial advisor is one of the highest ranked business careers according to a recent U.S. News & World report, advisors rating it highly for job satisfaction and prospects. As a financial advisor you can make a real difference to your clients’ lives, making this a rewarding profession to aim for.But if you want to be a financial advisor, you need to have two quite distinct skill sets.
Firstly, you’ll need to pass the relevant industry exams. Financial acumen is a must.
Secondly, and indeed more importantly, you should have a real desire to help people and have an ability to understand their goals and concerns.
Read more