November 7, 2022 / by Don Connelly / Managing the Relationship / 0 comments
I often hear from financial advisors who, for various reasons, are reluctant to contact prospects who remain in their pipeline. Many are hesitant to pick up the phone because they don’t feel they have anything new to offer, which, in their minds, would amount to an untimely interruption or even an annoyance. Best to avoid calling them, right?
That’s a quandary because if you want to increase prospect engagement with the hopes of moving them out of the pipeline, you actually have to engage them. It is also problematic because, as successful advisors know, prospects’ needs change over time, and the only way to win their business is to be in the right place at the right time, with the right message. That can’t happen if you avoid the calls.
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Prospect Engagement Strategy for Creating Reasons to Call
November 7, 2022 / by Don Connelly / Managing the Relationship / 0 comments
I often hear from financial advisors who, for various reasons, are reluctant to contact prospects who remain in their pipeline. Many are hesitant to pick up the phone because they don’t feel they have anything new to offer, which, in their minds, would amount to an untimely interruption or even an annoyance. Best to avoid calling them, right?
That’s a quandary because if you want to increase prospect engagement with the hopes of moving them out of the pipeline, you actually have to engage them. It is also problematic because, as successful advisors know, prospects’ needs change over time, and the only way to win their business is to be in the right place at the right time, with the right message. That can’t happen if you avoid the calls.
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How to Make Your Presentations More Convincing and Inspiring
August 22, 2022 / by Don Connelly / Presentation Skills / 0 comments
Any chance you have to make a presentation is a golden opportunity to engage with people and demonstrate your worth. Financial advisors who can deliver exceptional presentations can differentiate themselves while connecting with potential clients in a memorable way. However, it’s challenging to recover from presentations that fall flat, leaving audience members wishing they could have their precious time back.
While some advisors are natural orators with the ability to sail effortlessly through a presentation, anyone can and should develop the skill of delivering compelling and inspiring words that can move an audience. It takes some skill, lots and lots of practice, and a clear understanding of how to frame a presentation. But the results can be well worth the effort.
Here are five critical elements of a successful presentation.
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