October 24, 2013 / by Don Connelly / Presentation Skills / 0 comments
To perform the many financial and arithmetical tasks required of an Advisor requires a high IQ. Therefore, most, if not all, successful Financial Advisors have a high IQ.
If we all have high IQ’s, if we are all well trained, if we all work hard, if we all chase the same business, and if a prospect must choose one among us, IQ can’t possibly be the sole, determining factor in a prospect’s mind.
Who, then, among all these smart Advisors, gets the new account?
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Do Professional Athletes Make for Prudent Clients
October 31, 2013 / by Don Connelly / Best Practices / 0 comments
Professional athletes in today’s society get paid a lot of money for winning the World Series or the Super Bowl, and they don’t always spend that money as wisely as they could. So do they make for prudent clients?
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How Many Referrals Do You Give to People Who Call on You?
October 29, 2013 / by Don Connelly / Don Guest Authoring at..., Prospecting / 0 comments
Let’s discuss three issues. The first issue is reflected in the title. But let’s amend the question to read, ‘How many referrals have you given or will you give unless a friend asks you for one?’ The second issue is this: When is the last time you hired someone to do anything for you unless you got that person by asking someone for a name?
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Asking for a Commitment
October 28, 2013 / by Don Connelly / Managing the Relationship / 0 comments
Mechanically, asking for a commitment is rather rudimentary. Why, then is asking such a difficult thing to do?
The inability to properly ask is perhaps the number one reason for failure in the Financial Services industry.
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Where You End Up in Life Has Less to Do with Your IQ than You Might Think
October 24, 2013 / by Don Connelly / Presentation Skills / 0 comments
To perform the many financial and arithmetical tasks required of an Advisor requires a high IQ. Therefore, most, if not all, successful Financial Advisors have a high IQ.
If we all have high IQ’s, if we are all well trained, if we all work hard, if we all chase the same business, and if a prospect must choose one among us, IQ can’t possibly be the sole, determining factor in a prospect’s mind.
Who, then, among all these smart Advisors, gets the new account?
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Don’t Ask for Referrals. Ask for Advice
October 21, 2013 / by Don Connelly / Prospecting / 1 comment
I have a suggestion for those Advisors who have a difficult time asking their clients for referrals. Ask them for their advice and/or help instead.
Explain to your clients that you like doing business with people just like them. You feel you could possibly do a better job of marketing yourself and you would like some advice.
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How Valuable Are You?
September 19, 2013 / by Don Connelly / Presentation Skills / 0 comments
Doing your job, even doing it well, will not set you apart. You will stand apart when you are known for doing more than is expected of you. Every Advisor’s wish is to be highly valued by his or her clients. How, then, do we make the relationship valuable in the eyes of the client?
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