October 11, 2021 / by Don Connelly / Prospecting / 0 comments
For many financial advisors, cold calling does not play a dominant part in their marketing plans. Many feel it can be replaced by other prospecting methods, such as email campaigns, social media networking, or trade shows. But would it surprise you to know that cold calling still generates better results than those other methods? When you ask advisors why they avoid cold calling, you often get responses like, “It’s not working for me,” or “It’s a waste of time,” or “no one wants to talk to me on the phone.”
No one ever said cold calling is easy. But if your efforts aren’t producing results, have you ever considered it’s not the method, but how you’re executing it that’s not working?
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The File Note: How to Increase Your Closing Rates to 9 out of 10 in Life Insurance Sales
May 2, 2022 / by Russell Collins / Connelly Corner, Presentation Skills / 0 comments
At the conclusion of my previous guest post – “Making Every Initial Meeting with a Prospect Successful” – I mentioned that if I could point to one thing that increased my closing rate to 9 out of 10, it was the file note. This in effect acted as a pre-presentation vehicle and I believe it motivated people to really look forward to our next meeting and my eventual recommendations.
Here’s how to start using the file note to increase your life insurance sales.
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5 Cold Calling Mistakes Financial Advisors Must Avoid to Improve Results
October 11, 2021 / by Don Connelly / Prospecting / 0 comments
For many financial advisors, cold calling does not play a dominant part in their marketing plans. Many feel it can be replaced by other prospecting methods, such as email campaigns, social media networking, or trade shows. But would it surprise you to know that cold calling still generates better results than those other methods? When you ask advisors why they avoid cold calling, you often get responses like, “It’s not working for me,” or “It’s a waste of time,” or “no one wants to talk to me on the phone.”
No one ever said cold calling is easy. But if your efforts aren’t producing results, have you ever considered it’s not the method, but how you’re executing it that’s not working?
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5 Creative Ways to Follow-up with a Prospect
May 27, 2019 / by Don Connelly / Prospecting / 0 comments
In an ideal world every prospect would sign up with you at the first meeting, immediately recognizing they are in need of what you are offering. In the real world however, prospects may not yet realize your value or understand that they can trust you.
Don’t leave things to chance on the basis they may get back to you. Always follow up. Make sure to call prospects and speak to them directly. You don’t have to feel that you’re trying to push products onto people who are not in the market for your services. Remember, they have indicated that they’re actively looking for a financial advisor.
People tend to get distracted easily however, so here are some additional ways to remind prospects of your worth.
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