/ by Kirti Anand Sharma / Connelly Corner, Storytelling, analogies and power phrases / 4 comments
It’s a proven fact that stories can influence the way we think, our decisions & how we feel, when used in personal or professional communications.
Ever felt like buying the same Smartphone as your friend did, after listening to his/her experience with the set?
That’s one form of storytelling in play! Because of the tremendous power of persuasion these narratives have, storytelling has become an integral tool for successfully running any type of business. Speaking of Financial Services in particular, we know that it is a relationship building business and three things must take place for you to get a new client –
“That person must like you, trust you and think you are smart.” – Don Connelly.
Effective storytelling is therefore, a great tool by which Financial Advisors can instantly establish initial personal connection with their prospects and make those 3 things happen because:
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Your Selling Skills Are a Reflection of Your Self-confidence
/ by Don Connelly / Marketing Yourself, Prospecting / 0 comments
Would you open an account with a Financial Advisor who was nervous and unsure of himself? Neither will your prospects.
Your livelihood is dependent upon your ability to sell yourself.
How well you sell yourself is in direct proportion to your self-confidence. The more success you have, the more you believe in your abilities and the higher you go. Top tier Advisors are supremely confident in their ability to influence and persuade. They have overcome the fear of failure.
It takes self-confidence to move another person to take action.
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Success Is a Team Sport
/ by David Hubbard / Best Practices / 0 comments
You can’t do this by yourself. You need a team. Even if the team is just you and a part-time person.
This seems like a no brainer, right? So, how come so many people get it wrong?
Too many financial advisors hire bodies to do the menial work of the business. Too few hire effective people to be part of their team.
Think of running your business like you are playing a team sport.
Your primary role should include “rainmaker”, “closer”, “presenter”, “relationship manager”, “planning and product expert”, etc. Somebody else should be doing the rest. Your team members should not be clones of yourself. They should be people who can fulfill the duties that you shouldn’t be doing and do them better than you can do them.
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How You Present Is as Important as the Information You Are Presenting
/ by Don Connelly / Presentation Skills / 0 comments
The facts and figures you present to your clients may not be as important as you think they are. Clients don’t want more information. Clients want someone they can trust. While you are giving your presentation, they are not deciding on the accuracy of the numbers. They are deciding about you. Can I trust you? Will you always do the right thing? What are your values? Are you on my side? They need to trust you, not the numbers.
How you say something is as important as what you say.
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What’s New on Don Connelly 24/7 in June
/ by Diana Marinova / What's New on Don Connelly 24/7 / 0 comments
This is the latest post in our blog series “What’s New on Don Connelly 24/7“. As usual, we recap new video and audio podcasts, Weekly Focus issues, the Monthly Newsletter, and other premium content recently released on the Don Connelly 24/7 learning center. But this time, we also have a time-limited offer – for members and non-members alike. Read on!
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Emotional Intelligence Enables Us to Manage The Emotions of Others
/ by Don Connelly / Managing the Relationship / 0 comments
You and I like to think of ourselves as objective thinkers. We try to put our emotions aside. We live in a world of research and numbers. Our recommendations are black and white. Investment results are there for all to see. Our advice is either good or bad. The plans we recommend either work or they don’t. Clients say yes or no. We open the account or we don’t.
Our clients, on the other hand, are subjective thinkers.
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The Only Thing People Are Buying Is You
/ by Don Connelly / Best Practices, Don Guest Authoring at... / 4 comments
This is Don Connelly’s latest guest post for FA Magazine.
I was having lunch with a friend recently. My friend ordered a Coke with his food. The waitress told him they didn’t serve Coke. Would a Pepsi do? Without hesitation my friend said yes. He didn’t care if he was drinking Pepsi or Coke. He just wanted something to drink with lunch.
Clients think like my friend thinks. They don’t care if they are drinking Pepsi or Coke. Clients want to hit their goals.
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Why Some Clients Love Their Advisor
/ by Don Connelly / Best Practices, Don Guest Authoring at... / 0 comments
The latest guest post by Don Connelly for FA Magazine is about what makes some Financial Advisor so special; why some clients love their Advisor. Here is how to blog post goes.
When I speak at client events, I arrive early and stay late. I have fun chatting with clients. I like to know what’s on their minds. Their concerns are varied yet predictable. There are rarely any surprises…
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It Takes Persistence and Perseverance to Keep Doing a Difficult Thing
/ by Don Connelly / Best Practices / 0 comments
Do you think it’s possible for you to become one of the best Financial Advisors in the world? How about in your firm or in your town? Is it possible for you to be great, to be admired and looked up to? How about rich? How about famous? Or are the rewards for the other guy? Have you thought long and hard about what it takes to become great?
It has been said that advice is what you seek when you already know the answer but wish you didn’t.
The good news is that all those things are within your grasp.
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5 Simple Stories Any Financial Professional Can Use
/ by Kirti Anand Sharma / Connelly Corner, Storytelling, analogies and power phrases / 4 comments
It’s a proven fact that stories can influence the way we think, our decisions & how we feel, when used in personal or professional communications.
Ever felt like buying the same Smartphone as your friend did, after listening to his/her experience with the set?
That’s one form of storytelling in play! Because of the tremendous power of persuasion these narratives have, storytelling has become an integral tool for successfully running any type of business. Speaking of Financial Services in particular, we know that it is a relationship building business and three things must take place for you to get a new client –
“That person must like you, trust you and think you are smart.” – Don Connelly.
Effective storytelling is therefore, a great tool by which Financial Advisors can instantly establish initial personal connection with their prospects and make those 3 things happen because:
Read more