December 8, 2014 / by Don Connelly / Best Practices / 0 comments
I am convinced the hardest thing in the world to sell is advice, especially when the reward for following said advice is so far down the road it can’t be visualized. “Trust me” is an understatement.
Convincing others to settle for delayed gratification is a challenge you face every day.
You must establish such a high level of trust with people that they allow themselves to be helped. You have to make them comfortable enough to tell you their goals and their dreams. You have to enable them to see themselves attaining those goals.
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Always Remember Your Clients’ Reasons to Invest
February 2, 2015 / by Don Connelly / Investing Wisdom / 0 comments
Failing to understand a client’s goals and objectives ranks highly when it comes to why financial advisors get fired. So it pays to remember that your client’s reasons to invest are the same as they’ve always been: they want to generate more cash in the future, whether it’s to send the kids to college, or to retire on a yacht in the Caribbean.
Your clients want to educate their children and build a retirement fund. That’s generally it.
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Convincing Your Clients to Sacrifice for a Reward They Can’t Visualize
December 8, 2014 / by Don Connelly / Best Practices / 0 comments
I am convinced the hardest thing in the world to sell is advice, especially when the reward for following said advice is so far down the road it can’t be visualized. “Trust me” is an understatement.
Convincing others to settle for delayed gratification is a challenge you face every day.
You must establish such a high level of trust with people that they allow themselves to be helped. You have to make them comfortable enough to tell you their goals and their dreams. You have to enable them to see themselves attaining those goals.
Read more
Why Presence of Mind Is Crucial for Financial Advisors Success
November 24, 2014 / by Don Connelly / Managing the Relationship / 0 comments
Let’s talk about presence of mind.
When wagon trains traveled across America, the trips were fraught with peril. Wagon masters hired scouts to go in advance of the wagons to look for potential danger. All human beings are hardwired to be on the lookout for danger. To be forewarned is to be forearmed.
The media serve as today’s scouts. We want to know what dangers lay ahead. To be forewarned is to be forearmed. And the media outlets do a great job. Be careful!
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Client Goals Are Not Reduced by Falling Markets
February 10, 2014 / by Don Connelly / Investing Wisdom / 0 comments
The biggest challenge every investor (and, actually, every Advisor) faces is staying fully invested in the face of bad news. It’s only normal to want to escape danger. Unfortunately, fleeing danger means timing the market. The stock market is too fragmented to successfully time over an extended period. In too many ways, tactical asset allocation is churning without the commissions.
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