The File Note: How to Increase Your Closing Rates to 9 out of 10 in Life Insurance Sales

The File Note - How to Increase Your Closing Rates to 9 out of 10 in Life Insurance Sales

At the conclusion of my previous guest post – “Making Every Initial Meeting with a Prospect Successful” – I mentioned that if I could point to one thing that increased my closing rate to 9 out of 10, it was the file note. This in effect acted as a pre-presentation vehicle and I believe it motivated people to really look forward to our next meeting and my eventual recommendations.

Here’s how to start using the file note to increase your life insurance sales.

Read more

How to Become Naturally Empathetic (and Build Deeper Connections with Clients)

How to Become Naturally Empathetic and Build Deeper Connections with Clients

At a time like we are now experiencing, when clients are feeling anxious and vulnerable about the future, financial advisors’ most potent tool is empathy. They need to know you understand how they’re feeling about their circumstances and their concerns about the world around them.

There may not even be a problem for you to solve other than to make your clients feel understood and validated for having those feelings. That’s where many financial advisors fall short because they view themselves strictly as problem solvers and not therapists. If your goal is to build enduring relationships with clients who have confidence in your advice, that needs to change.

Read more

5 Cold Calling Mistakes Financial Advisors Must Avoid to Improve Results

5 Cold Calling Mistakes Financial Advisors Must Avoid to Improve Results

For many financial advisors, cold calling does not play a dominant part in their marketing plans. Many feel it can be replaced by other prospecting methods, such as email campaigns, social media networking, or trade shows. But would it surprise you to know that cold calling still generates better results than those other methods? When you ask advisors why they avoid cold calling, you often get responses like, “It’s not working for me,” or “It’s a waste of time,” or “no one wants to talk to me on the phone.”

No one ever said cold calling is easy. But if your efforts aren’t producing results, have you ever considered it’s not the method, but how you’re executing it that’s not working?

Read more

How to Fill Your Pipeline Despite the Coronavirus Pandemic

How to Fill Your Pipeline Despite the Coronavirus Pandemic

Back in 1998, physician and author Spencer Johnson wrote a best-selling book called “Who Moved My Cheese?” 

It’s the story of four mice who live in a maze and who have grown accustomed to cheese being deposited in the same spot every day… until one day it didn’t happen. The rest of the book explores their strategies for coping with change – both successful and unsuccessful.

The moral of the story is this: “Change happens.” It’s inevitable. Not everyone can roll with the punches, but you’ve got to adapt, improvise and overcome. You’ve got to move with the cheese.

Well, friends, the cheese just got moved!

Now, don’t get me wrong: The cheese hasn’t gone away. It’s still out there! People still want and need help managing their money. In fact, they want and need it now more than they have in years. But the way to get to the cheese is now radically different.

Read more

The First Client Meeting: Are You Making Any of These 10 Common Mistakes?

The First Client Meeting - 10 Common Mistakes

It’s all too easy to slip up in the first meeting and lose any opportunity to open the account – and this is especially true for new advisors.

In this post we’ll help you identify mistakes you could, without realizing it, be making. Take an honest appraisal – do you recognize yourself doing any of the following? If so, take action to fix these mistakes.

Read more

Getting Clients to Talk about Money

Getting Clients to Talk about Money

As financial advisors we’re comfortable talking about money, it’s what we’re trained to do. But for everyone else it’s a different story. Most people feel uncomfortable talking about money, so you need to consider how to introduce the topic in a relaxed way.

Don’t dive into the numbers at the initial meeting. Instead focus on building rapport with clients; then ask them what it is they want money for. The goals must come first – then the money. Once you understand your client’s vision of the future you can start doing the math on how to get there.

Read more

5 Reasons to Develop Effective Listening Skills

5 Reasons to Develop Effective Listening Skills

The fact is, most of us simply don’t listen enough. That could be because of the increasing number of distractions going on around us, or because we often find it easier to focus on non-verbal clues – such as body language – rather than on what people are actually saying. But if you want to get ahead as a financial advisor you need to develop effective listening skills.

Read more

Top 10 Most Popular Posts on Don Connelly’s Blog in 2014

Top 10 Most Popular Posts on Don Connelly's Blog in 2014

We at Don Connelly & Associates had a great year in helping Financial Advisors and Sales Professionals deliver great performance day in and day out. We’d like to thank you for being loyal readers of Don’s blog and letting him help you grow your businesses. As we are constantly trying to come up with interesting pieces of advice on soft skills and hard skills to help Financial Advisors ignite their business, here’s a quick roundup of the 10 most popular posts in the year 2014:

Read more

12 Questions Great Financial Advisors Ask

12 Questions Great Financial Advisors Ask

Being a professional Financial Advisor is quite challenging as there are plenty of financial professionals trying to sell nearly the same inventory. So the question really is: what would set you apart from your competition? What would make you a Great Financial Advisor?

I believe one thing great Financial Advisors are known for is finding a well-rounded financial solution for each client.

Read more

1 2
top