March 13, 2014 / by Don Connelly / Managing the Relationship / 0 comments
If you are to be chosen as someone’s Financial Advisor, you must pass three tests. The person must like you and think you are smart, but, most importantly, the person must trust you. There is no substitute for trust.
When mom and dad leave you after that first meeting, they do not talk about convexity or tactical asset allocation.
They ask themselves one question: “Do you trust him? Do you trust her?” If the answer is ‘no’ or ‘not really’, you stand no chance of getting those folks as clients. There are too many other Advisors they can turn to.
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11 Best Practices for Gathering Referrals
January 21, 2019 / by Don Connelly / Prospecting / 0 comments
People trust recommendations from people they know, and the lifetime value of a new referral customer is higher than of a client acquired in another way. Despite this, advisors shy away from asking for referrals – citing that to be one of their most awkward tasks.
The good news is that, if asked at the right time, most clients would be happy to advocate on your behalf. Less than a third of advisors ever ask though. Don’t act like the majority – because referrals are at the core of growing your business.
In this post we’ll look at some best practices for gathering referrals.
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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.
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Financial Advisors Tips: How to Get Referrals
January 22, 2015 / by Don Connelly / Don Guest Authoring at..., Prospecting / 3 comments
A wag once noted that having to call or introduce yourself to strangers is God’s revenge for not getting referrals. The reality is that every time you open a new account, you’ve lost your best prospect. Referrals are essential, yet asking for them makes most Advisors uncomfortable.
Allow me to offer two suggestions.
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Without Integrity, There Is No Credibility
March 13, 2014 / by Don Connelly / Managing the Relationship / 0 comments
If you are to be chosen as someone’s Financial Advisor, you must pass three tests. The person must like you and think you are smart, but, most importantly, the person must trust you. There is no substitute for trust.
When mom and dad leave you after that first meeting, they do not talk about convexity or tactical asset allocation.
They ask themselves one question: “Do you trust him? Do you trust her?” If the answer is ‘no’ or ‘not really’, you stand no chance of getting those folks as clients. There are too many other Advisors they can turn to.
Read more
How Many Referrals Do You Give to People Who Call on You?
October 29, 2013 / by Don Connelly / Don Guest Authoring at..., Prospecting / 0 comments
Let’s discuss three issues. The first issue is reflected in the title. But let’s amend the question to read, ‘How many referrals have you given or will you give unless a friend asks you for one?’ The second issue is this: When is the last time you hired someone to do anything for you unless you got that person by asking someone for a name?
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Do You Deserve Referrals?
September 16, 2013 / by Don Connelly / Prospecting / 0 comments
Everybody wants referrals, but only those who are referable get them. What does it really mean to be referable? What does it mean to deserve referrals? It means more than being competent at your job. It means more than being great at what you do…
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