long-term investing Archives - Page 2 of 3

4 Things Clients Need to Know about Volatility

June 18, 2018 / by Don Connelly / Investing Wisdom / 0 comments

When markets are volatile investors can get spooked and start to question their investment strategies. Especially if they’re new to the process of investing. This could prompt them to withdraw from the market and wait on the sidelines until things get better.

As their financial advisor you’re there to help them see things in perspective. By helping them understand the nature of volatility they will find it easier to stick to their plan.

Here are four things about volatility you need to explain to them right away.

What Clients Need from You to Stick to The Plan

June 11, 2018 / by Don Connelly / Investing Wisdom / 0 comments

To get clients to stick with their long-term investments you need to get inside their mindset and understand how they think and feel. If you know how your clients will react in the face of market volatility, you’ll be ideally placed to counter their concerns. If you understand what they need from you in terms of maintaining a long-term relationship, you will know which soft skills to focus on.

Here are a few things clients need to help them persevere with their long-term investments.

Every Financial Advisor Needs to Tell Great Stories

April 30, 2018 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments

Human beings have an innate desire to tell and listen to stories. Good stories grab the attention and inspire people to act, which is why storytelling should be an essential tool in your armory. If you become a great storyteller, prospects and clients will leave your office remembering both you and your message.

Stories are also a great way to help make the unfamiliar familiar – they promote the understanding of complex issues. Plus, they’re effective at creating an emotional bond between storyteller and listener.

How to Get Clients to Stick to the Plan

April 23, 2018 / by Don Connelly / Managing the Relationship / 0 comments

It’s crucial that you get your clients to stick to the plan. If they don’t, they could forgo their comfortable retirement or build up debt when they put their kids through college. Your responsibility, as their financial advisor is to keep them on track. Here are three effective ways to do that.

The Greatest Challenge Any Client (and Therefore You) Will Ever Face

September 18, 2017 / by Don Connelly / Investing Wisdom / 0 comments

Sticking with the plan despite tough market conditions is the greatest challenge both you and your clients will face. That sudden drop in cabin pressure when the markets fall is the acid test of your relationship building skills. If you aren’t prepared ahead of time, neither will your clients be.

Whether your clients will stay the distance depends on you.

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.

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.

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.

You Have to Take Risks to Reach Your Goals

October 17, 2016 / by Don Connelly / Investing Wisdom, Storytelling, analogies and power phrases / 0 comments

Here’s a Mr. and Mrs. Client story to help you explain to prospects and clients why taking risks is necessary.

Mr. and Mrs. Client, I know you know what to do. Let me show you how to do it.

You can watch the video or read the transcript, if you prefer.

3 Analogies on Long-Term Investing to Use with Clients

March 14, 2016 / by Don Connelly / Investing Wisdom, Storytelling, analogies and power phrases / 0 comments

Today, I’d like to talk about the long term. You know that I like visuals; I like props; I like things that talk in mom-and-dad language. So I’ll share three analogies you can use with prospects and clients to help them commit to the long-term nature of investing.

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