January 28, 2019 / by Don Connelly / Presentation Skills / 0 comments
I believe in my heart someone should transfer their entire account to you without any investment recommendations. We’re not in the investment business, investments are our products. We’re in the business of getting kids through school, minimizing taxes, and getting people retired. We have to focus on the relationship, not the money. If you sell investments, sooner or later your clients will be angry. All investments have their bad days as well as their good days. So don’t discuss investments, it’s not necessary.
Listen to this audio episode or read the transcript below to learn a story that illustrates how focusing on the relationship without discussing investments will help you open the account.
Read more
How Advisors Can Inoculate Themselves from Fee Compression
November 8, 2021 / by Don Connelly / Best Practices / 0 comments
In our last post, we highlighted four critical issues financial advisors face in the aftermath of the COVID pandemic, impacting the way they approach their businesses and the way clients are responding. In the next month or so, we will take a deeper dive into these issues, the challenges they present, and how advisors can meet them head-on for a greater chance at success.
At the top of the list—an issue familiar to all and well-covered here in past blog posts—is fee compression.
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Don’t Sell Investments – Focus on The Relationship
January 28, 2019 / by Don Connelly / Presentation Skills / 0 comments
I believe in my heart someone should transfer their entire account to you without any investment recommendations. We’re not in the investment business, investments are our products. We’re in the business of getting kids through school, minimizing taxes, and getting people retired. We have to focus on the relationship, not the money. If you sell investments, sooner or later your clients will be angry. All investments have their bad days as well as their good days. So don’t discuss investments, it’s not necessary.
Listen to this audio episode or read the transcript below to learn a story that illustrates how focusing on the relationship without discussing investments will help you open the account.
Read more