/ by Don Connelly / Managing the Relationship / 0 comments
Signing up a new client – any client – feels like an achievement, especially for new advisors. Keeping money coming in is after all the number one priority. Over time however you’ll find that you have two types of clients: Clients you actively look forward to speaking to i.e. those who are pleasant to do business with, make realistic demands on your time, and are fully onboard with your ideas. And then there are the others – the ones you come to dread dealing with.
As a financial advisor you should aim to only work with clients who are enjoyable to deal with and profitable. It’s not only acceptable to prune out bad clients – but essential to keep your business healthy.
So how do you know when it’s time to let go of a client?
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5 Things That Could Ruin Your Clients’ Trust in You – in Seconds
/ by Don Connelly / Managing the Relationship / 0 comments
It can take many years before clients come to know you and trust you, and during this time you’ll need to work hard to win them over. In order to earn their trust, you’ll need to demonstrate exemplary behavior and deliver a service that goes above and beyond.
But that’s not where it ends. It may have taken you years to build up trust but it takes just seconds to break it down. Just one slip and all that hard-won trust is gone forever. Make sure this doesn’t happen to you by avoiding the following behaviors.
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6 Steps to Help Create Urgency with Prospects
/ by Don Connelly / Prospecting / 0 comments
Creating urgency with prospects is a crucial yet often overwhelming obstacle for many advisors. The problem is how to get prospects to act, rather than deliberate and how to react when a prospect says ‘I’ll get back to you’ or ‘I need to think about it’. It’s essential to have a strategy in place for getting prospects off the fence – otherwise your business will go nowhere. Here are some practical ways you can help initiate this process.
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Why Is Online Reputation Important for Your Success as a Financial Advisor
/ by Diana Marinova / Connelly Corner, Marketing Yourself / 0 comments
As Don Connelly always says, only three things must take place for you to get a new client: that person must like you, trust you and think you are smart. But how could prospects like you, trust you and think you are smart if they never met you? How do you come across as likeable, trustworthy and smart if you have no prior relationship with them?
The answer lies in your online reputation.
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How to Get More Referrals
/ by Don Connelly / Prospecting / 0 comments
Referrals are integral to growing your business. They are one of the most profitable sources of new clients. So asking for referrals is a priority – even if the thought of doing so fills you with trepidation.
In order to get more referrals be selective where you focus your energy. Determine the right time to ask your clients and try these different approaches in order to make asking for referrals more natural – and more productive.
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Differentiate Yourself by Seeing Things from Your Clients’ Point of View
/ by Don Connelly / Marketing Yourself / 0 comments
Differentiation is one of the biggest challenges financial advisors face. Clients expect you to have solid products, fair prices and a certain measure of performance as standard. But simply having the right credentials won’t demonstrate to them why you are uniquely placed to help them achieve their dreams and goals. If you really want to stand out from the competition you need to fulfill their expectations on another level. Among other attributes, you need to have empathy; the ability to see things from your clients’ point of view.
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How to Convince Someone to Trust You
/ by Don Connelly / Managing the Relationship / 0 comments
Whether you’re a new or well-established advisor you may find it difficult to establish trust. It’s incredibly difficult to develop trust quickly. How can people know whether you’re honest, sincere and trustworthy when they first meet you? And people today tend to suffer from an inherent lack of trust. Their belief systems about investing have been shattered by a seemingly endless stream of bad news.
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How Much Value Do You Bring as a Financial Advisor?
/ by Don Connelly / Don Guest Authoring at..., Managing the Relationship / 0 comments
What determines your value is not up to you to decide. It is left for the client to decide. And that decision is a lot simpler than you might think.
When selecting an Advisor, three things are of value to a prospective client.
That person must like the Advisor, that person must trust the Advisor and that person must think the Advisor is smart. There is very little else to factor in initially.
Prospective clients generally are not looking for more information.
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