/ by Don Connelly / Managing the Relationship / 0 comments
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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The Inevitable Frustration of Success
/ by Diana Marinova / Best Practices, Connelly Corner / 0 comments
Let’s talk about the inevitable frustration of success, about building a business slowly. I have one piece of advice if you’re still building your business: Don’t be in a hurry to become a success. If you become impatient, the impatience will wear you down. I’m not suggesting we sit back and wait for success to […]
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How Financial Advisors Should Manage Emotional Clients
/ by Don Connelly / Managing the Relationship / 0 comments
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.
Read more
3 Things You Should Never Do in Volatile Markets
/ by Don Connelly / Managing the Relationship / 0 comments
It’s your job as a financial advisor to stop your clients acting on emotion. You need to get across the fact that the financial plan you created is valid in all types of markets. To manage that, there are some things you should never do…
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Emotional Intelligence Enables Us to Manage The Emotions of Others
/ by Don Connelly / Managing the Relationship / 0 comments
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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