September 17, 2018 / by Don Connelly / Best Practices / 0 comments
If you want to build a healthy practice, there are several things you must prioritize, including the following.
#1. Prospecting
To run a healthy business, you need a pipeline full of good leads. Referrals will probably not be enough to grow your business – and networking, whilst productive, won’t guarantee that you’ll meet the right people. So, prospecting (i.e. actively recruiting or seeking out new clients) must become your priority.
Prospecting may be the least favorite part of your job. If this is the case, work on developing your soft skills so you become more comfortable with this task.
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5 Top Priorities for Advisors Who Want to Build a Healthy Practice
September 17, 2018 / by Don Connelly / Best Practices / 0 comments
If you want to build a healthy practice, there are several things you must prioritize, including the following.
#1. Prospecting
To run a healthy business, you need a pipeline full of good leads. Referrals will probably not be enough to grow your business – and networking, whilst productive, won’t guarantee that you’ll meet the right people. So, prospecting (i.e. actively recruiting or seeking out new clients) must become your priority.
Prospecting may be the least favorite part of your job. If this is the case, work on developing your soft skills so you become more comfortable with this task.
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Five Actionable Ways You Can Stand Apart from The Crowd
February 26, 2015 / by Don Connelly / Marketing Yourself / 0 comments
If you want to succeed as a financial advisor, you need to achieve a competitive advantage. There needs to be something about you that highlights you not superior to other advisors but different. You need to possess a ‘certain something’ that makes people want to do business with you.
Dare to be different
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Acquiring Negotiating Skills Will Help You Open More Accounts
April 21, 2014 / by Don Connelly / Prospecting / 0 comments
When a prospective client is trying to decide between you and the Advisor across the street, you need to make the case that you are the obvious choice and the prospective client has to agree with your conclusion.
The time will surely arise in your career when a client wants to move his or her account to another Advisor.
The time will surely arise in your career when a client feels she deserves a lower fee. The time will surely arise in your career when a client balks at a suggested course of action. The time may very well arise when a client decides to manage his account himself. All these issues must be resolved tactfully.
Any dialogue intended to reach an understanding is a negotiation and negotiating involves specific skills.
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People Think You’re So Smart When They Do All the Talking
January 20, 2014 / by Don Connelly / Best Practices / 0 comments
Did you ever walk away from a conversation thinking you just met a really smart, neat person, only to realize you did all the talking? I think we all have, at one time or another. What’s up? What do these people do to make us think they are so smart? They simply listen, that’s all, and we love them for it.
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