/ by Don Connelly / Managing the Relationship / 0 comments
Although they may resist the terminology, financial advisors understand that to build a successful practice, they must be able to effectively sell themselves and their services. More to the point, they must be able to persuade prospects to become clients and then convince clients to act on their recommendations.
Advisors who work at developing their selling skills have likely heard of “assumptive selling”—a technique often misunderstood as aggressive sales tactics. Done right, it’s a powerful, ethical way to guide prospects toward decisions in their best interest. Many advisors join coaching programs to master this skill, which aims to convert prospects into clients with greater consistency —a crucial key to success as an advisor.
Assumptive selling isn’t about closing a sale; it’s about leading with confidence, building trust, and helping clients take the next step. In financial advising, where relationships drive success, this approach aligns perfectly with a client-first philosophy, fostering long-term partnerships built on clarity and trust.
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Assumptive Selling in Financial Advising: How to Open Accounts with Confidence and Consistency
/ by Don Connelly / Managing the Relationship / 0 comments
Although they may resist the terminology, financial advisors understand that to build a successful practice, they must be able to effectively sell themselves and their services. More to the point, they must be able to persuade prospects to become clients and then convince clients to act on their recommendations.
Advisors who work at developing their selling skills have likely heard of “assumptive selling”—a technique often misunderstood as aggressive sales tactics. Done right, it’s a powerful, ethical way to guide prospects toward decisions in their best interest. Many advisors join coaching programs to master this skill, which aims to convert prospects into clients with greater consistency —a crucial key to success as an advisor.
Assumptive selling isn’t about closing a sale; it’s about leading with confidence, building trust, and helping clients take the next step. In financial advising, where relationships drive success, this approach aligns perfectly with a client-first philosophy, fostering long-term partnerships built on clarity and trust.
Read more
Three Decisions People Make When Choosing an Advisor
/ by Don Connelly / Managing the Relationship / 0 comments
When mom and dad sit down with you for the first time, they want to get to know you. They want to do business with someone they like and trust and someone who is making the right suggestions. They don’t want to do business with the Mr. or Ms. Financial Advisor you. They want to do business with the real you.
Watch this video episode or read the transcript below to learn what people want to know when making the decision to work with you or move on.
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Clients not Giving You Referrals? Here’s Why That May Be
/ by Don Connelly / Managing the Relationship / 0 comments
We devote a lot of space here on how to generate referrals, and with good reason. Generating quality referrals is critical to building a sustainable and profitable practice. Many of our articles address the ‘how,’ even addressing how to overcome the reluctance to ask for referrals. Based on my decades of experience, I’m confident that advisors who study those articles and incorporate the tips and practices into their process can generate more referrals.
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Teach Your Clients Not to Watch The Evening News
/ by Don Connelly / Investing Wisdom / 0 comments
In our increasingly information-driven society, it’s your job to teach clients not to believe all they hear. They need you most of all when they’re being bombarded with negative news about the markets. Being exposed to excessive information without anyone there to guide them could see your clients making bad decisions regarding their investments.
Here are a few ideas how to make sure your clients stick to the plan despite what the media say.
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A Sense of Resilience Will Overcome a Sense of Uncertainty
/ by Don Connelly / Best Practices / 0 comments
Making a decision is essentially making a prediction. We know going in that some decisions will be bad ones. That is why uncertainty always creeps in. How we deal with that uncertainty is a function of our resilience.
Resilience determines how we get strong and healthy after something bad happens.
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