effective listening skills Archives - Page 2 of 3

How to Articulate Your Value to Prospects and Clients

/ by Don Connelly / Marketing Yourself / 0 comments

Ours is a highly commoditized industry. Financial advisors all tend to look the same, sell the same products and talk the same language. To get noticed you need to differentiate yourself from the competition by establishing your value to prospects and clients.

First, work out what you can bring to the table that others can’t. The next step is to verbalize your unique value proposition to clients and prospects.

If you do, prospects and clients will realize why it makes perfect sense to work with you.

5 Rules for Effective Communication with Prospects and Clients

/ by Don Connelly / Managing the Relationship / 0 comments

In order to establish trust and credibility – and get your messages across to prospects and clients – you need to be an effective communicator. If you, like many advisors, find this a challenge, you don’t need to feel defeated. With hard work and practice you can become a proficient and natural communicator. Here are some key rules to bear in mind.

4 Behaviors to Avoid if You Want to Allay Client Concerns

/ by Don Connelly / Managing the Relationship / 0 comments

In the first meeting with you, prospective clients may be unsure if investing is the right thing to do. They may also have concerns about whether you are the right person to advise them. How you behave in your first meeting will dictate what happens next. You need to act to allay not only their objections around the investment process itself, but to eliminate any concerns they may have about working with you personally.

To make sure you leave them in no doubt about your ability, never do the following four things.

Avoid These Ten Mistakes to Improve Your Financial Advisor Business

/ by Don Connelly / Best Practices / 0 comments

We’ve been getting plenty of questions about common mistakes Financial Advisors make so here’s a quick roundup of things you should avoid doing if you want to take your Financial Advisor business to the next level.

5 Things You Should Do to Successfully Manage Your Relationships with Clients

/ by Don Connelly / Managing the Relationship / 0 comments

What your clients do this year and going forward will not be dictated by world events alone. It will be dictated by the strength of their relationship with you. That’s why you need to make relationship building one of your top priorities.

Here are five ways to keep your relationship on a firm footing.

What Not to Do in The First Client Meeting

/ by Don Connelly / Managing the Relationship / 0 comments

It takes hard work and perseverance to set up a first appointment with a potential client. Don’t waste this precious opportunity by approaching the meeting in the wrong way – because it’s unlikely you’ll get a second chance.

There’s no ‘first meeting rule book’, however there are some things to avoid if you want to move things forward. Here are a few.

What to Do in The First Client Meeting

/ by Don Connelly / Managing the Relationship / 0 comments

Meeting with a prospective client for the first time makes many advisors nervous. It’s your big opportunity to influence people to do business with you – or lose them forever. It’s essential to be prepared so that you come across as likeable and reliable – someone they can trust to oversee their finances and establish their future security. Here’s how to do that.

7 Ways to Manage Client Expectations

/ by Don Connelly / Managing the Relationship / 0 comments

Managing client expectations is crucial in order to keep your clients invested in you and with their financial plan. Here are a few ways to make sure you deliver on your clients’ expectations both in terms of investment performance and your level of service.

6 Steps to Help Create Urgency with Prospects

/ by Don Connelly / Prospecting / 0 comments

Creating urgency with prospects is a crucial yet often overwhelming obstacle for many advisors. The problem is how to get prospects to act, rather than deliberate and how to react when a prospect says ‘I’ll get back to you’ or ‘I need to think about it’. It’s essential to have a strategy in place for getting prospects off the fence – otherwise your business will go nowhere. Here are some practical ways you can help initiate this process.

The Five Soft Skills Financial Advisors Must Have to Succeed

/ by Don Connelly / Best Practices / 0 comments

The development of an excellent soft skillset is crucial to your success as a financial advisor. You can find technical knowledge in any book, but practical knowledge involves ‘being’ rather than ‘knowing’, ‘practicing’ rather than ‘being taught’. Soft skills are absorbed through years of experience.

To develop great soft skills, practice them every day, hone them and never give up the quest for perfection.

1 2 3