/ by Don Connelly / Managing the Relationship / 0 comments
As financial advisors we’re objective thinkers. We use the left, logical, side of our brains, to work out the technical aspects of financial planning. But simply being able to do the math won’t differentiate you from the competition – even robo-advisors are pretty good with interest rates and algorithms. The way to stand out is to make an emotional connection with people.
Your clients won’t make big decisions based on the numbers. They will base them on how they feel about you, using the right (emotional) part of the brain. To form a connection with clients you need to work out what it is you have to offer them on an emotional level.
Here are three suggestions to help you connect with clients emotionally.
Read more
How to Connect with Clients Emotionally
/ by Don Connelly / Managing the Relationship / 0 comments
As financial advisors we’re objective thinkers. We use the left, logical, side of our brains, to work out the technical aspects of financial planning. But simply being able to do the math won’t differentiate you from the competition – even robo-advisors are pretty good with interest rates and algorithms. The way to stand out is to make an emotional connection with people.
Your clients won’t make big decisions based on the numbers. They will base them on how they feel about you, using the right (emotional) part of the brain. To form a connection with clients you need to work out what it is you have to offer them on an emotional level.
Here are three suggestions to help you connect with clients emotionally.
Read more
Help Clients Get to Know the ‘Real’ You
/ by Don Connelly / Managing the Relationship / 2 comments
Before a client makes the decision to do business with you he or she has to feel you are the ‘right fit’ for them. They’re about to embark on a journey into what’s often unknown territory for them – so they need to feel a real connection with their selected advisor.
Build rapport by letting prospective clients see the kind of person you really are. Let your personality shine through.
Read more
What Financial Advisors Read The Most on Our Blog in 2016
/ by Diana Marinova / Connelly Corner / 0 comments
Did you know that you are one of over 30,000 Financial Advisors and Wholesalers who have read Don’s blog posts in 2016? We decided it’d be great to close our blogging year by bringing back to your attention the top 10 blog posts that our community enjoyed the most during the past year.
Top 10 posts on Don’s blog, published in 2016
Read more
Get Involved in Your Clients’ Decision-Making Process
/ by Don Connelly / Managing the Relationship / 0 comments
To win new business, earn loyalty and get referrals, you need to focus on what your prospects and clients are thinking. We all have our own particular ‘mental model’ or way we see the world, based on our beliefs and experiences. According to classic consumer behavior theory we tend to follow similar thought processes when we make a decision whether to purchase a certain product or service.
By understanding this consumer behavior, you can tap into your prospects’ thought processes early on and influence decisions in your favor.
Read more
Understanding Your Clients’ Behavior Is Key to Your Success as a Financial Advisor
/ by Don Connelly / Managing the Relationship / 0 comments
The more you understand what motivates your prospects and clients, the better your chances of success when it comes to attracting and retaining them. When you begin to see things from your clients’ and prospects’ point of view you can start to influence their decisions and help them make good financial decisions.
So break out of your own mindset. Step into their shoes: Then you will be able to build strong client relationships, anticipate your client needs and manage their expectations.
Read more