do business with you Archives - Don Connelly & Associates

Make It Your Focus to Be Referable

/ by Don Connelly / Prospecting / 0 comments

I don’t think any one method of prospecting works particularly well, but they all work. The idea is to pick one and stick with it. Whichever method you choose, give it a chance. Don’t bounce around. Get so good at the method you choose that getting referrals become as natural as brushing your teeth in the morning. Position yourself to be referable.

Watch this video or read the transcript below, adapted from the video, to learn how to make yourself referable.

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.

Three Stories about Trust to Use with Prospects and Clients

/ by Don Connelly / Managing the Relationship, Storytelling, analogies and power phrases / 0 comments

The most fundamental principle of building a clientele is understanding that people do business with people they like and trust. While it’s easy for many advisors to be likable, trust has to be earned—quickly and often. As an advisor, you can never lose sight of that because trust not only binds a client to you but it also enables them to follow your guidance with confidence and conviction, which is critical to their long-term success.

If you’ve been following this blog for any length of time, you know I believe in the power of storytelling to drive home concepts and change a client’s perspective. I offer these three stories about trust to you as an advisor to drive home the crucial role trust plays in your client relationships.

Don’t Underestimate the Power of a Good “Who I Am” Story

/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments

Human beings are storytellers. We tell stories because we respond to stories. It’s been so since the dawn of history.

In western civilization, we have received many of our great stories, myths, legends and cultural archetypes from stories memorized and passed down from generation to generation around campfires, dating back to pre-literate times.

Telltale Signs That a Prospect Is About to Waste Your Time

/ by Don Connelly / Prospecting / 0 comments

Your time is precious so it’s essential that you spend it productively by prospecting to the right people. Some prospects are not worth spending time on – maybe expressing an interest when they’re not really committed to investing – and despite all your best efforts you won’t be able to do anything to change their minds. The problem is these prospects can be difficult to identify.

Here are a few telltale signs that someone is not about to do business with you.

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.

5 Grave Mistakes Financial Advisors Make on LinkedIn

/ by Diana Marinova / Connelly Corner, Marketing Yourself / 6 comments

You already know how dangerous for your business not using LinkedIn could be, don’t you? With more than 5 million affluent investors on the network, Financial Advisors cannot afford to overlook using it as a networking and prospecting tool.

But like with any aspect of your marketing, there are best practices for making the most of LinkedIn, as well as common mistakes to avoid. .

Here are five grave mistakes Financial Advisors make on LinkedIn.

How to Win Over Clients by Becoming More Likeable

/ by Don Connelly / Marketing Yourself / 3 comments

People will only do business with you if they like you and trust you. Human decisions are generally subjective. Even if you are the most professional financial advisor out there, if people don’t warm to you they won’t commit to you. Prospects will not choose you simply because you are competent; they will choose to do business with you because you are competent and likeable.

By becoming likeable you will stand head and shoulders above other advisors. And you don’t need innate talent to become more likeable. You can learn how to radiate confidence and charisma.

Why Some People Choose Not to Do Business with You

/ by Don Connelly / Don Guest Authoring at..., Managing the Relationship / 0 comments

Why Choose Not to Do Business with Some Financial Advisors

This is a guest post by Don Connelly for FA Magazine. He shares his insights about the three reasons why some people choose not to do business with certain Financial Advisors. Here’s how the post goes.

I’m sure you rarely, if ever, get the chance to ask someone why he or she chose a competitor over you. If you were able to ask, you probably wouldn’t get a straight answer, anyway. People would rather lie to your face than hurt your feelings.

5 Personality Traits that Make a Great Leader

/ by Kirti Anand Sharma / Connelly Corner / 0 comments

Some believe Leadership is about Power, Prestige and Status. Some feel it’s a rare innate talent to control others and just delegate. Some think of leadership as an act and not a position.

Existence of multiple theories and examples on “Leadership” are often confusing and easily lead to mixed messages or misconceptions. Amidst this confusion, the fact that remains unchanged is that: Strong leadership is critical for Success in any Business.

What makes a great leader? Let’s explore the 5 key traits that will help you be the kind of Leader your clients and prospects look for in their Financial Planners and the sales team look for in their managers .

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