3 Soft Skills Advisors Need to Refine for an Immediate Connection with Prospects

3 Soft Skills Advisors Need to Refine for an Immediate Connection with Prospects

Not to diminish the hard work, effort, and time that goes into becoming a financial advisor—few professions are as demanding—but the essential skill advisors must acquire is the ability to sell. Perhaps a more acceptable term would be “the art of persuasion.” Whichever way you want to frame it, if you have difficulty persuading or convincing people to take action, you stand little chance of success.

Of course, that’s true of just about any profession that requires changing or influencing people’s behavior. It just happens to be more challenging when selling financial advice and expecting to get paid for it. Advisors must understand that buying an intangible service requiring people to trust that the advisor can deliver that intangible value is scary for most people. It’s far less threatening to stay with the status quo and do nothing.

The trouble is, if you can’t convince people to follow you or your advice, you aren’t accomplishing anything. To overcome the inherent trust deficit and open prospects’ minds, financial advisors must constantly refine three critical soft skills, or they will have fewer chances to demonstrate their highly trained competencies.

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How Financial Advisors Should Manage Emotional Clients

How Financial Advisors Should Manage Emotional Clients

People aren’t rational. We’re all creatures of emotion. Good salespeople bear that in mind. Whatever your training and education, as financial advisors, we’re not engineers. We’re not technicians. Not in the sales interview.

We deal with people first.

Not numbers. Not machines.

Advisors who understand this are going to do better than advisors who don’t.

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Bear Market: What You Do Will Make or Break Your Financial Advisor Career

Bear Market - What You Do Will Make or Break Your Financial Advisor Career

Every advisor gets just a few great career-building opportunities: Times when they can really establish themselves as experts, build long-term credibility, and differentiate themselves from the competition – most of whom are hiding from their clients because they don’t know how to guide them through the bear market.

What do the real pros do when things are scariest? When your clients are calling you scared witless, and they want to go to cash?

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Emotional Intelligence Enables Us to Manage The Emotions of Others

Don Connelly audio blog post 3

You and I like to think of ourselves as objective thinkers. We try to put our emotions aside. We live in a world of research and numbers. Our recommendations are black and white. Investment results are there for all to see. Our advice is either good or bad. The plans we recommend either work or they don’t. Clients say yes or no. We open the account or we don’t.

Our clients, on the other hand, are subjective thinkers.

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