build trust Archives - Don Connelly & Associates

Ten Strategies for Encouraging Your Clients to Spread the Word About Your Business

/ by Don Connelly / Prospecting / 0 comments

We’ve often posted about the importance of creating an extraordinary client experience to make yourself more “buzzworthy” as an advisor your clients will want to discuss. You can’t even think about creating a compelling word-of-mouth buzz until you create the kind of service that feels personal, unique, and genuinely caring to your clients. That should be your primary focus.

However, beyond creating an extraordinary client experience, it’s essential to turn your clients into vocal advocates, like human billboards spreading the word about your business. While it does happen—having a delighted client go on and on about your service to a friend or colleague—most people are not naturally inclined to initiate a conversation like that without some help and encouragement.

Here are ten effective ideas to inspire your clients to spread the word and advocate for your business proactively.

A Guide to Securing Second Meetings with Prospects: Turning First Impressions into Lasting Partnerships

/ by Don Connelly / Best Practices / 0 comments

It’s no exaggeration to say that the initial meeting with a prospective client is a make-or-break moment that sets the tone for the relationship and determines whether it will continue in a second meeting. The initial meeting is a crucial dance between the advisor and a naturally skeptical prospect who wants to know why they should work with you.

In a crowded field of financial advisors, the initial meeting presents a critical opportunity to differentiate yourself. Prospects are likely to meet with multiple advisors. You must make the prospect feel they’re making the right choice in working with you and that they should expect an advisory experience with you that they can’t get from anyone else. That’s a tall order.

But if you’re organized, practiced, and have the end in mind—a second meeting with the prospect—you can make each initial meeting a success.

5 Essential Things New Financial Advisors Must Know to Be Successful

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There’s never been a better time to be in the financial advisory business. And if you’re new to the industry, the opportunity is limitless—if you’re adequately prepared. But if you aren’t, the journey can be a long, slow, uphill slog with a minimal chance of success.

Too harsh? Not at all. It’s a fair warning to anyone who gets into this business with little or no understanding of what it is about and what it takes to succeed.

Historically, the advisory business has attracted young people enamored by numbers, analysis, and their application in the investment world. And most are motivated by the desire to help people achieve financial security. Here’s the deal, though—you can’t help people if they don’t trust you. You can’t build a practice if you can’t convince people to follow your advice. You can’t stay in business if you don’t prospect, and prospects won’t gravitate toward you if you don’t stand out.

Three Decisions People Make When Choosing an Advisor

/ by Don Connelly / Managing the Relationship / 0 comments

When mom and dad sit down with you for the first time, they want to get to know you. They want to do business with someone they like and trust and someone who is making the right suggestions. They don’t want to do business with the Mr. or Ms. Financial Advisor you. They want to do business with the real you.

Watch this video episode or read the transcript below to learn what people want to know when making the decision to work with you or move on.

5 Ways Financial Advisors Can Establish Credibility and Build Trust

/ by Don Connelly / Best Practices / 0 comments

We’ve made no secret of the fact that a trust deficit exists between the public and the financial services industry. Advisors, new and experienced, must work consciously and deliberately every day to overcome it. The challenge for advisors is they could be the most trustworthy person in the world, but without credibility, there can be no trust.

There could be trust, but it might only be fleeting without proof that it’s genuine. That’s where credibility comes in. The building blocks of trust include honesty, transparency, reliability, consistency, competence, empathy, authenticity, and vulnerability—traits that, when demonstrated by actions, create credibility. An advisor’s credibility is bolstered even more when both parties feel they benefit mutually with a vested interest in each other’s success.

Here are five ways advisors can establish credibility by demonstrating the building blocks of trust.

How to Become Your Client’s Trusted Confidant

/ by Don Connelly / Managing the Relationship / 0 comments

We’ve frequently stressed the importance of building deep and trusting relationships with clients. Practically speaking, the stronger and more enduring your client relationships, the greater their lifetime value to you in terms of repeat business, growing assets under management, referrals, and family legacies. For financial advisors, the profit truly is in the relationship.

The most successful advisors seek to take the relationship even deeper—to the point where they become a trusted confidant of their clients. They want to be the first person their clients think of when any significant issue arises, be it a family milestone (i.e., birth, college graduation, engagement), family tragedy (i.e., divorce, death), career change, or any major family decision (i.e., new home purchase).

To some, that may seem like going above and beyond. After all, isn’t it enough to have the family’s trust to act in their best interests in helping them manage their money? Is it appropriate to try to insert ourselves into every aspect of their lives? What do we gain from that? What does the client gain? Why would a client want their financial advisor as a trusted confidant?

How to Bring Back Face-to-Face Meetings with Clients

/ by Don Connelly / Managing the Relationship / 0 comments

A survey by YCharts in December 2019 found that clients didn’t feel engaged and wanted more personalized communications. We’ve posted several times that, pre- and post-pandemic, the frequency and style of advisors’ communication directly impact client trust and confidence in their advisor, financial plan, and their likelihood of keeping their advisor.

A more recent report, post-pandemic, found that, though virtual meetings had taken hold as a viable form of communication for advisors forced to limit in-person meetings, it’s likely that the decrease in face-to-face contact contributed to client feelings of reduced communication. That’s a direct threat to the strength of the advisor-client relationship.

7 Qualities Financial Advisors Must Have to Achieve Their Goals

/ by Don Connelly / Best Practices / 0 comments

What do successful financial advisors do that unsuccessful or even adequate advisors don’t, won’t, or can’t do? I could list several things here, but it all starts with setting clearly defined goals—and then achieving them. But, while the vast majority of advisors understand the importance of setting goals—actually writing them down—and having a plan to achieve them, fewer manage to achieve them. As a result, they never raise the bar for themselves, gradually slipping into mediocracy.

The failure to achieve goals can be attributed to a number of things—i.e., the goals are unrealistic or too vague; not having or strictly following a plan; not being accountable for your goals, to name just a few. While these are identifiable reasons for not achieving goals, they are more of an expected outcome for advisors who lack the vital qualities to carry them to success. You can have the most incredible work ethic, but if you’re not setting and achieving your goals, it’s like a rudderless motorboat spinning around in a lake.

The Importance of Your Storytelling Skills in Building Trust

/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments

Now and then, financial advisors must be reminded that they are in a relationship business and that what they have as a clientele is a direct by-product of trust.

The cold hard reality is that people need to trust you before they will engage with you. Especially these days, people are almost instinctively cynical, overly careful to approach others they don’t know with a heavy dose of skepticism. So, when we want to connect with any group of people, our first task must be to break through their defensive shells so we can build trust. Without trust, there can be no connection, no relationship, and no channel through which vision and ideas can flow.

How to Succeed at Giving Financial Advice

/ by Don Connelly / Best Practices / 0 comments

So, you want to be in the business of giving financial advice. That’s understandable because not only can the career of a financial advisor be financially rewarding, it can also be very fulfilling. Through a relationship that can span a lifetime, you become the essential source of advice in one of the most important aspects of your clients’ lives. There’s just one problem. You don’t have any clients—yet.

As a new financial advisor, your number one job is to find new clients. That has always been advisors’ biggest challenge but more so today due to the trust deficit that exists in the financial services industry. According to a CFA Institute survey, only 57 percent of retail investors trust the financial services industry, which is up from a few years ago, but it’s still a wide chasm to overcome. The same survey found that retail investors listed “trust” as their top consideration when hiring an advisor. Prospective clients simply won’t work with an advisor they don’t trust.

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