effective prospecting Archives - Page 3 of 4

How to Make The Most of Cold Calling

January 30, 2017 / by Don Connelly / Prospecting / 0 comments

Cold calling is often discounted by advisors because they are wary of the compliance rules, and because it tends to have a low success ratio. The ‘Do Not Call’ list makes it difficult as does an inherent skepticism that permeates our society. However, cold calling can be a valid prospecting tool, especially for those new to the business.

Why is it still worth the effort? Because lots of people are unhappy with their current advisors but don’t want to rock the boat. A phone call out of the blue from a professional, likeable advisor could be just the thing to get them to take action.

There are people out there who want to talk to you: You just have to find them.

What Financial Advisors Read The Most on Our Blog in 2016

December 26, 2016 / by Diana Marinova / Connelly Corner / 0 comments

What Financial Advisors Read The Most on Don Connelly’s Blog in 2016

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

Recognize When It’s Time to Move On

December 5, 2016 / by Don Connelly / Prospecting / 0 comments

Prospecting is the backbone of your business. It’s the one task you cannot delegate, since people need to like and trust you personally if they are to do business with you. So you should be constantly perfecting your soft skills in order to connect with and win new clients.

Inevitably however despite all your best efforts, you will fail to win influence with certain prospects. And it can be hard giving up on them – especially if you believe there’s even the tiniest chance of them converting.

There is a fine line between giving up too quickly and not knowing when to give up.

Approaching Strangers Can Only Change Your Practice for The Better

November 7, 2016 / by Don Connelly / Prospecting / 0 comments

You were probably brought up being told ‘don’t talk to strangers’. However, this rule doesn’t apply to adults, especially if you work as a financial advisor. Many advisors struggle with ‘cold’ approaching and prospecting, because it makes them feel anxious and fearful. However, unless you conquer this fear you will not be able to take your business to the next level. People are voice-activated. They are not going to talk to you. You’ve got to talk to them.

Creating Urgency with Prospects

October 24, 2016 / by Don Connelly / Prospecting / 1 comment

I can recall few times in my career when business has been as slow as it has been recently. Perhaps the slowdown is due to the fast approaching year-end. Certainly, the pending Presidential election has a lot to do with it, as does the recent DOL running. Clients and Advisors alike have adopted a wait-and-see attitude. But there also are more traditional reasons at work.

People don’t enjoy the prospect of saving for a rainy day. There’s always a reason to delay investing, and never a ‘right’ time to make the move.

Four Client Retention Strategies to Try Out

October 3, 2016 / by Don Connelly / Managing the Relationship / 0 comments

As in so many other industries, your business model as a financial advisor is to open new accounts and gather new assets on a continual basis. However, in order to succeed you need to combine this approach with a plan that ensures your clients will stick with you for the long term. You need to allocate time to both looking after existing clients as well as time to prospect. If you don’t, your current clients will feel discontented; they may start to look elsewhere, and they certainly won’t recommend you to others.

Take Charge of Your Own Destiny if You Want to Be a Successful Advisor

August 8, 2016 / by Don Connelly / Best Practices / 0 comments

If you want to succeed as a financial advisor you need to understand that you, and you alone, are in control of your career. Your future success relies on the choices you make, so take control without delay.

Take some time out to analyze your current practice and identify areas requiring improvement. Commit to change and to getting better at the basics. Change your mindset to re-inforce the idea that you are doing things out of choice rather than necessity.

Take note of Maya Angelou’s words of wisdom: “If you don’t like something, change it. If you can’t change it, change your attitude.”

How to Be a Better Prospector

July 25, 2016 / by Don Connelly / Prospecting / 0 comments

To succeed in this competitive industry, you need to be creative when it comes to acquiring new clients. No one universal approach is likely to be your Holy Grail when it comes to prospecting. Instead, you will need to adopt a number of prospecting approaches and learn, through trial and error, which work best for you. Once you’ve found a method you’re good at, you’re likely to enjoy finding clients that way, boosting your job satisfaction as well as your ability to attract new clients. Here are a few prospecting approaches to try.

Formula for Success in Prospecting for Financial Advisors – Revealed

May 23, 2016 / by Don Connelly / Prospecting / 0 comments

To succeed as a financial advisor, you must have plenty of prospective clients in the pipeline. Ideally your appointment book should be full to bursting. This means you need to prospect as many people as possible. However, reaching out indiscriminately is unlikely to get you many appointments or win you profitable new clients. To ensure your prospecting activity pays off you need to refine your approach and target prospects who meet your criteria and are therefore more likely to convert. Your formula for success in prospecting lies between calling everyone and being too discerning.

Is Cold Calling Still an Effective Prospecting Method for Financial Advisors?

May 9, 2016 / by Don Connelly / Prospecting / 3 comments

Technology and the ‘no-call’ rules have changed habits when it comes to cold calling. It’s no longer seen as the ‘go-to’ method for prospecting, with social media, the internet and networking often seen as better ways to reach out to new clients. But there are good reasons why cold calling – when done correctly – is a quality tool and why it should be a necessary and permanent part of your business.

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