/ by Don Connelly / Prospecting / 0 comments
In an ideal world every prospect would sign up with you at the first meeting, immediately recognizing they are in need of what you are offering. In the real world however, prospects may not yet realize your value or understand that they can trust you.
Don’t leave things to chance on the basis they may get back to you. Always follow up. Make sure to call prospects and speak to them directly. You don’t have to feel that you’re trying to push products onto people who are not in the market for your services. Remember, they have indicated that they’re actively looking for a financial advisor.
People tend to get distracted easily however, so here are some additional ways to remind prospects of your worth.
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5 Creative Ways to Follow-up with a Prospect
/ by Don Connelly / Prospecting / 0 comments
In an ideal world every prospect would sign up with you at the first meeting, immediately recognizing they are in need of what you are offering. In the real world however, prospects may not yet realize your value or understand that they can trust you.
Don’t leave things to chance on the basis they may get back to you. Always follow up. Make sure to call prospects and speak to them directly. You don’t have to feel that you’re trying to push products onto people who are not in the market for your services. Remember, they have indicated that they’re actively looking for a financial advisor.
People tend to get distracted easily however, so here are some additional ways to remind prospects of your worth.
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Becoming a Financial Advisor Is Not All About Getting Licensed
/ by Don Connelly / Best Practices / 0 comments
Naturally, you need to be sufficiently educated and qualified if you are to do the job of a financial advisor. But that’s not nearly enough. Financial advisors require a unique skill set that consists of not only technical knowledge and business skills but also excellent interpersonal ‘soft’ skills.
Many advisors enter the industry mistakenly believing the former skills are more important than the latter. That’s why so many advisors leave the trade in their first year – because they weren’t able to cut through the noise and attract enough clients.
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Three More Niches Financial Advisors May Want to Consider
/ by Don Connelly / Marketing Yourself / 0 comments
Many new entrants to this industry believe it makes sense to ‘cast a wide net’ in the fear that picking a target market will limit business opportunities. But in fact, this is far from the case. The most successful financial advisors are those that focus on a particular niche.
In a recent post we looked at some relatively under-represented niches that could be worthwhile considering. Here are three more to put on your radar.
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4 Tasks You Should Not Delegate if You Want to Grow Your Business
/ by Don Connelly / Best Practices / 0 comments
In a previous post we looked at how delegating routine or specialized business tasks can help clear the way for you to focus on the important aspects of your business. In this post we’ll look at tasks that unfailingly require your personal input – here are four things that should never be taken for granted.
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5 More Questions Prospects May Ask You before Deciding to Hire You as Their Financial Advisor
/ by Don Connelly / Prospecting / 0 comments
Choosing a financial advisor is a big decision for potential clients, especially if they’re new to the world of investing. Not only will they be looking for someone suitably qualified, they’ll be searching for someone who shares their goals and comes across as caring and authentic.
To try and deduce whether you’re the right fit for them, they’ll undoubtedly have questions. In this follow up to a previous post, let’s look at 5 more questions you may get asked in that first meeting.
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When Do People Get a Financial Advisor?
/ by Don Connelly / Best Practices / 0 comments
No two clients are exactly alike. People generally get a financial advisor for a number of reasons. Therefore, you need a flexible process in place when it comes to approaching different prospects in accordance with their reasons for seeking financial advice.
Here are some cases when people get a financial advisor, along with their reasons for doing so and some recommendations on moving things forward.
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The First Client Meeting: Are You Making Any of These 10 Common Mistakes?
/ by Don Connelly / Managing the Relationship, Prospecting / 0 comments
It’s all too easy to slip up in the first meeting and lose any opportunity to open the account – and this is especially true for new advisors.
In this post we’ll help you identify mistakes you could, without realizing it, be making. Take an honest appraisal – do you recognize yourself doing any of the following? If so, take action to fix these mistakes.
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