/ by Don Connelly / Prospecting / 0 comments
I’m going to make a few comments about referrals. First of all, calling strangers, having to meet strangers, knocking on doors, that’s God’s revenge for not getting referrals.
Secondly, if you don’t ask, you’re not going to get them.
And thirdly, if you’re having trouble asking, let me tell you why. There’s a good chance you’re thinking too much about yourself. You’re saying to yourself ‘Am I begging here? Am I getting red in the face? Am I embarrassing myself by doing this?’
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A Valuable Lesson from Disney on Customer Service
/ by Don Connelly / Best Practices / 2 comments
Let me quote from a speech, given by Valerie Oberle, who at the time was the Vice President of Disney University. You know Disney’s not clean by accident. Disney is Disney, that’s top down management. So here’s the speech she gave:
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What’s New on Don Connelly 24/7 in October
/ by Diana Marinova / What's New on Don Connelly 24/7 / 0 comments
As October comes to an end, it’s time for our blog series What’s New on Don Connelly 24/7. We recap new video and audio podcasts, Weekly Focus issues, the Monthly Newsletter, and upcoming webinars. Read on!
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Wisdom and Knowledge – What’s the Difference for Clients and Financial Advisors?
/ by Don Connelly / Best Practices, Don Guest Authoring at... / 0 comments
This is a guest post by Don Connelly originally published on the FA Magazine website.
We are living in the Information Era. The government relinquished control of the internet in 1984 and the speed at which we could access information exploded. Each day, information becomes more easily transferable and knowledge more readily gained. Yet things are more complicated than ever.
You’d think that the more information available, the more we’d learn; and the more we’d learn, the clearer and simpler things would become. I find it ironic that the opposite is true.
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How to Anticipate, Overcome and Avoid Getting Objections
/ by Don Connelly / Managing the Relationship, Prospecting / 0 comments
In our most recent webinar we discussed the issue of client objections. Why do we get objections, what objections are we likely to get, and how do we overcome them? More to the point, can objections be avoided entirely?
We concluded that successfully overcoming objections is a stepping stone in the relationship-building process.
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How to Ask for Referrals
/ by Don Connelly / Prospecting / 0 comments
I’m going to make a few comments about referrals. First of all, calling strangers, having to meet strangers, knocking on doors, that’s God’s revenge for not getting referrals.
Secondly, if you don’t ask, you’re not going to get them.
And thirdly, if you’re having trouble asking, let me tell you why. There’s a good chance you’re thinking too much about yourself. You’re saying to yourself ‘Am I begging here? Am I getting red in the face? Am I embarrassing myself by doing this?’
Read more
What’s New on Don Connelly 24/7 in September
/ by Diana Marinova / What's New on Don Connelly 24/7 / 0 comments
This is the newest post in our blog series What’s New on Don Connelly 24/7. We recap new video and audio podcasts, Weekly Focus issues, the Monthly Newsletter, and other premium content recently released on the Don Connelly 24/7 learning center – e.g. the latest Webinar Replay. Read on!
What’s new on Don Connelly 24/7 in September
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When Financial Advisors’ Self-Promotion Is Not Shameless
/ by Don Connelly / Marketing Yourself / 0 comments
Is self-promotion a shameless thing for Financial Advisors? If we should be self-promoting, what exactly should we be self-promoting? Do I know wealthy people well enough to know what they consider unattractive? Where is the line I probably shouldn’t cross?
I think it’s a bad thing to promote yourself. I don’t think it’s a bad thing to promote the value you can and do add to peoples’ lives. I think it’s a bad thing to inflate your ego. I don’t think it’s a bad thing to explain that you are helping families succeed financially.
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What Are The Most Important Networking Skills for Financial Advisors?
/ by Don Connelly / Prospecting / 0 comments
Networking is an important prospecting tool, especially for newer Advisors who have a paucity of clients. Probably the two most common ways to network are via social media or face-to-face. Both methods are effective if done correctly.
The concept of networking is not new. In fact, it is two thousand years old. It would not have survived if it didn’t work. Getting ahead in the business world has a lot more to do with who you know than what you know.
While networking is pretty straight forward, there are specific skills involved. It involves a lot more than simply handing out business cards. Like other prospecting methods, networking entails being brilliant at the basics.
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What’s New on Don Connelly 24/7 in August
/ by Diana Marinova / What's New on Don Connelly 24/7 / 0 comments
This is the new post in our blog series “What’s New on Don Connelly 24/7“. We recap new video and audio podcasts, Weekly Focus issues, the Monthly Newsletter, and other premium content recently released on the Don Connelly 24/7 learning center – e.g. the latest Webinar Replay and upcoming live webinars. Read on!
What’s new on Don Connelly 24/7 in August
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Are You Good at Dealing with Difficult Clients?
/ by Don Connelly / Managing the Relationship / 2 comments
Difficult clients are not unique. Every Advisor has encountered or will encounter obstreperous personalities. There are many reasons why clients become difficult. Let’s make this easy and say we are dealing with a personality clash. A decision has to be made: keep him or fire him. Let’s explore both choices.
Firing a client is difficult if you don’t like confrontation or hurting someone’s feelings.
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