learning center Archives - Don Connelly & Associates

An Idea on Getting Referrals and Thanking Clients

/ by Don Connelly / Managing the Relationship, Prospecting / 0 comments

I have a friend who every year has a dinner for those clients who gave him a referral that became a new account during the year.

Watch the video below or read the transcript to learn the details about the referral dinner concept.

Weekly Focus: Goal Setting

/ by Don Connelly / Best Practices / 1 comment

The beginning of a given year is the time to rewrite our goals, our mission statement and our business plan. For some of us that will involve a major overhaul and for some of us it will involve a tweak. For all of us, it will be a thought-provoking experience. Goal setting comes first. Decide what you want to accomplish and write it down. Set a date by which you will accomplish each goal. If you were charged with running a twelve-minute mile and nobody posted a finish line, you would have no way of knowing if you succeeded. It’s no different with business goals.

How to Explain to Prospects They Should Invest Now

/ by Don Connelly / Investing Wisdom / 0 comments

How to Explain to Your Prospect They Should Invest Now

As you know better than I, clients are always looking for a more convenient time to invest. There’s always something to do – like buy a new car, redo the home, whatever it is.

The time to invest is now – we can’t put it off.

* This podcast originally appeared on Don Connelly 24/7. Click the play button or read the transcript below.

How Much Value Do You Bring as a Financial Advisor?

/ by Don Connelly / Don Guest Authoring at..., Managing the Relationship / 0 comments

What determines your value is not up to you to decide. It is left for the client to decide. And that decision is a lot simpler than you might think.

When selecting an Advisor, three things are of value to a prospective client.

That person must like the Advisor, that person must trust the Advisor and that person must think the Advisor is smart. There is very little else to factor in initially.

Prospective clients generally are not looking for more information.

Get Comfortable with the Notion that You Need to Sell in order to Grow Your Business

/ by Don Connelly / Don Guest Authoring at..., Marketing Yourself / 0 comments

Advisors approach me about coaching. Rarely are the requests about improving their selling skills. Being better organized, being more efficient and going to the next level are popular goals. But I cannot recall one instance where an Advisor said to me, “I want to be better at selling.”

I don’t think that the reason for not asking me is that every Advisor thinks he or she is a great salesperson. Rather, I think that ‘salesperson’ is an image to be avoided at all costs. To many Advisors, selling is a dirty word.

The Biggest Mistake Advisors Make – Overpromising

/ by Don Connelly / Managing the Relationship / 0 comments

Today I’d like to share with you a popular AskDON episode from the learning center at Don Connelly 24/7. The question comes from Beth in Kansas City:

“What do you think is the biggest mistake we as advisors make?”

Click the play button below to hear my answer or read the transcript.

3 Prospecting Tips You Might not Like but Should Embrace

/ by Don Connelly / Prospecting / 0 comments

Out of all your daily tasks, prospecting will bring you the biggest rewards. It will open doors, get you new accounts and increase your assets. Unfortunately many advisors see prospecting as one of the least enjoyable parts of the job. But don’t put off prospecting, it’s something you have to do. It is the one thing you can’t delegate.

As you get better at prospecting you will start to enjoy it more. Here are three ways to help you get more comfortable with prospecting.

Looking Back on 2014

/ by Don Connelly / What's New / 0 comments

Thank you.

Your support means the world to everyone here at Don Connelly & Associates. Without you, there is no learning center. Your loyalty is not taken for granted.

2014 was a learning year for me, as I’m sure it was for you. I remember Bob Dunwoody once described himself as a student-teacher. He said he learns as much from Advisors as he teaches them. I know what he means.

It was also a year of observation.

Create Great Relationships with Your Clients

/ by Don Connelly / Managing the Relationship / 0 comments

Today I want to talk to you, not as if I’m talking to your clients; I want to talk to you about the type of relationship you have to create with your clients. This podcast was originally posted in the Tools of the Trade Library on Don Connelly 24/7 learning center.

How to Ask for Referrals

/ by Don Connelly / Prospecting / 0 comments

I’m going to make a few comments about referrals. First of all, calling strangers, having to meet strangers, knocking on doors, that’s God’s revenge for not getting referrals.

Secondly, if you don’t ask, you’re not going to get them.

And thirdly, if you’re having trouble asking, let me tell you why. There’s a good chance you’re thinking too much about yourself. You’re saying to yourself ‘Am I begging here? Am I getting red in the face? Am I embarrassing myself by doing this?’

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