July 13, 2015 / by Don Connelly / Managing the Relationship / 0 comments
As Calvin Coolidge once said “No one ever listened themselves out of a job” so why do so many advisors find it difficult to stop talking and listen to their clients?
In order to become a great advisor, you need to be a good listener. It’s the only way you’ll get to understand your clients’ and prospects‘ goals. It’s the only way you’ll be able to overcome their objections. Plus, the more people are given the opportunity to talk the more they will feel that you’re interested in them. And they will like you for it. Listening will help you start a client relationship and keep your existing relationships on a firm footing.
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5 Things You Should Do to Successfully Manage Your Relationships with Clients
May 29, 2017 / by Don Connelly / Managing the Relationship / 0 comments
What your clients do this year and going forward will not be dictated by world events alone. It will be dictated by the strength of their relationship with you. That’s why you need to make relationship building one of your top priorities.
Here are five ways to keep your relationship on a firm footing.
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Lead by Example – Prepare Yourself so Your Clients Are Ready Too
May 22, 2017 / by Don Connelly / Managing the Relationship / 0 comments
As an advisor, you need to prepare your clients for events that have not yet happened. You need to know in advance how you are going to manage your relationship with them when the markets take a downturn.
To step up to this challenge you need to practice your soft skills so that you inspire your clients with confidence in what you say. If they believe in you and think you are the ‘real deal’ they will go where you lead them.
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What to Do in The First Client Meeting
January 23, 2017 / by Don Connelly / Managing the Relationship / 0 comments
Meeting with a prospective client for the first time makes many advisors nervous. It’s your big opportunity to influence people to do business with you – or lose them forever. It’s essential to be prepared so that you come across as likeable and reliable – someone they can trust to oversee their finances and establish their future security. Here’s how to do that.
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Put The Client Before Yourself
November 14, 2016 / by Don Connelly / Managing the Relationship / 0 comments
As you know I’m always on a lookout for a good story. I read a great story not long ago, in Motivational Manager, told by Dana McCary who is a motivational speaker.
He said that when he was growing up, he’d been a waiter at Opryland in Nashville. He learned a very important business lesson.
Listen to the story or read the transcript below.
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How to Become a Better Listener
July 13, 2015 / by Don Connelly / Managing the Relationship / 0 comments
As Calvin Coolidge once said “No one ever listened themselves out of a job” so why do so many advisors find it difficult to stop talking and listen to their clients?
In order to become a great advisor, you need to be a good listener. It’s the only way you’ll get to understand your clients’ and prospects‘ goals. It’s the only way you’ll be able to overcome their objections. Plus, the more people are given the opportunity to talk the more they will feel that you’re interested in them. And they will like you for it. Listening will help you start a client relationship and keep your existing relationships on a firm footing.
Read more
How to Convince Someone to Trust You
February 19, 2015 / by Don Connelly / Managing the Relationship / 0 comments
Whether you’re a new or well-established advisor you may find it difficult to establish trust. It’s incredibly difficult to develop trust quickly. How can people know whether you’re honest, sincere and trustworthy when they first meet you? And people today tend to suffer from an inherent lack of trust. Their belief systems about investing have been shattered by a seemingly endless stream of bad news.
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Create Great Relationships with Your Clients
December 22, 2014 / 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.
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Why Presence of Mind Is Crucial for Financial Advisors Success
November 24, 2014 / by Don Connelly / Managing the Relationship / 0 comments
Let’s talk about presence of mind.
When wagon trains traveled across America, the trips were fraught with peril. Wagon masters hired scouts to go in advance of the wagons to look for potential danger. All human beings are hardwired to be on the lookout for danger. To be forewarned is to be forearmed.
The media serve as today’s scouts. We want to know what dangers lay ahead. To be forewarned is to be forearmed. And the media outlets do a great job. Be careful!
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Are You Good at Dealing with Difficult Clients?
August 25, 2014 / by Don Connelly / Managing the Relationship / 2 comments
Difficult clients are not unique. Every Advisor has encountered or will encounter obstreperous personalities. There are many reasons why clients become difficult. Let’s make this easy and say we are dealing with a personality clash. A decision has to be made: keep him or fire him. Let’s explore both choices.
Firing a client is difficult if you don’t like confrontation or hurting someone’s feelings.
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