October 17, 2022 / by Don Connelly / Best Practices / 0 comments
In a recent post, we highlighted the importance of maintaining control over conversations with prospects and clients—that your value as a financial advisor diminishes without it. Part and parcel of maintaining control of a conversation is being able to switch gears when a client takes it in a direction you don’t want to go. Getting trapped in a tangent is a time waster, but how do you change the subject without making it awkward or alienating your client?
People go off topic for many reasons. Whatever the reason, they feel that what they have to say is important, so if you’re going to try to change the conversation, it needs to be done delicately and gracefully to not make them feel as if what they have to say is not important.
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Successful Selling Habits for Advisors Who Don’t Want to Sell
February 20, 2023 / by Don Connelly / Marketing Yourself / 0 comments
Many financial advisors resist the notion that they must be good at selling to be a successful advisor. Some go out of their way to distance themselves from the “salesperson” label. That’s fine because when you consider the totality of what quality financial advisors do, it doesn’t fit the traditional definition of “salesperson.” However, that doesn’t get around the fact that, regardless of their profession, for anyone to be successful, they must be able to sell.
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Transitioning Conversations: How to Change the Subject without Offending Your Client
October 17, 2022 / by Don Connelly / Best Practices / 0 comments
In a recent post, we highlighted the importance of maintaining control over conversations with prospects and clients—that your value as a financial advisor diminishes without it. Part and parcel of maintaining control of a conversation is being able to switch gears when a client takes it in a direction you don’t want to go. Getting trapped in a tangent is a time waster, but how do you change the subject without making it awkward or alienating your client?
People go off topic for many reasons. Whatever the reason, they feel that what they have to say is important, so if you’re going to try to change the conversation, it needs to be done delicately and gracefully to not make them feel as if what they have to say is not important.
Read more