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
What Is an Initial Benefit Statement and How to Use It
March 25, 2024 / by Don Connelly / Presentation Skills / 0 comments
As I have mentioned already on the Don Connelly 24/7 learning center, I was taught a method of selling called Professional Selling Skills (PSS) many years ago. It was and still is the bestselling course in the world. Let’s talk about the first step in giving a Professional Selling Skills presentation. That step is called the Initial Benefit Statement.
Watch this video episode or read the transcript below to hear Don explaining what it is and how to use it.
Read more
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