August 14, 2017 / by Don Connelly / Managing the Relationship / 0 comments
It can be tricky determining how often to contact your clients. While regular communication is key to maintaining a healthy relationship, calling clients every week or month probably isn’t feasible.
At the outset, aim to understand each client’s preferences and their expectations communication-wise and make sure it fits your business plan. Some clients will be more interested in the investment process per se and will want to hear your thoughts and recommendations on a more regular basis. You may also find that as time goes on and your clients learn to trust you, they will be more relaxed and require fewer calls.
However, there are certain times when calling your clients is the right thing to do regardless of any prior agreement. Here are some key occasions when you should pick up the phone and speak to clients.
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Teach Your Clients Not to Watch The Evening News
November 13, 2017 / by Don Connelly / Investing Wisdom / 0 comments
In our increasingly information-driven society, it’s your job to teach clients not to believe all they hear. They need you most of all when they’re being bombarded with negative news about the markets. Being exposed to excessive information without anyone there to guide them could see your clients making bad decisions regarding their investments.
Here are a few ideas how to make sure your clients stick to the plan despite what the media say.
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Your Success Depends on The Strength of Your Client Relationships
November 6, 2017 / by Don Connelly / Managing the Relationship / 0 comments
Client relationships are the cornerstone of your business. They must be strong enough to weather bad market conditions and to ensure clients stay invested for the long term.
Here are some things you should do to maintain a secure ongoing partnership with your clients, regardless of market conditions.
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When to Call Clients to Keep Your Relationship Strong
August 14, 2017 / by Don Connelly / Managing the Relationship / 0 comments
It can be tricky determining how often to contact your clients. While regular communication is key to maintaining a healthy relationship, calling clients every week or month probably isn’t feasible.
At the outset, aim to understand each client’s preferences and their expectations communication-wise and make sure it fits your business plan. Some clients will be more interested in the investment process per se and will want to hear your thoughts and recommendations on a more regular basis. You may also find that as time goes on and your clients learn to trust you, they will be more relaxed and require fewer calls.
However, there are certain times when calling your clients is the right thing to do regardless of any prior agreement. Here are some key occasions when you should pick up the phone and speak to clients.
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Remind Your Clients Investing Is a Marathon
May 8, 2017 / by Don Connelly / Investing Wisdom / 0 comments
Despite regular and sometimes frightening dips markets continue to rise incrementally over time, continually setting new highs. The problem is that many clients disbelieve this; they panic when the market temporarily falls. As their financial advisor, it’s your job to keep them on track.
You need to get them over their short-termism and make them see that their focus should be on 20, 30 or 40 years from now – not on this afternoon or next week.
Use all the tactics at your disposal to illustrate that investing is a marathon not a sprint.
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5 Tactics to Get Prospects off The Fence
April 10, 2017 / by Don Connelly / Prospecting / 0 comments
Breaking a prospect’s apathy is difficult.
Telling someone to invest or think long term is like telling someone to be patient. And telling someone to be patient simply doesn’t work. Instead you need to ‘teach’ prospects what long term investing really means. Use stories and analogies to stir emotions, curb their impatience and give them reasons to invest. Here are five ways you can do that and help prospects get off the fence.
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Educate Clients What It Really Means to Invest
March 20, 2017 / by Don Connelly / Investing Wisdom / 0 comments
No matter how inherently intelligent your clients may be, never assume they have a clear understanding of what ‘investing’ really involves. For many people a financial plan consists of having money in an account that continually goes up in value. To them, a share of stock is a lottery ticket, no more and no less.
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How to Manage Your Emotions in Difficult Situations
August 21, 2014 / by Don Connelly / Best Practices / 0 comments
You know by now that I believe the development and use of certain soft skills contributes far more to our success than does the development and use of hard skills. Self-awareness is just such a soft skill. The importance of being aware of and controlling our emotions cannot be overstated.
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