October 3, 2022 / by Russell Collins / Connelly Corner, Prospecting / 0 comments
By now you should be familiar with the concept of the File Note and how it helped me increase my closing rate to 9 out of 10 in life insurance sales. I found that the reaction to my file notes was one of people looking forward to our next meeting and how I was planning to deal with their particular situation. I called that meeting my Strategy Paper Meeting (SPM.)
Within the file note that they had previously confirmed, were a number of answers to my questions that highlighted problems to which they were not even aware existed at that time. My dissection process was to draw attention to those questions and their answers in such a simple format that would allow for frank discussion.
So, generally, the format for the SPM would look like this:
Read more
Agenda for the Strategy Paper Meeting (SPM): What Is It and How to Prepare It
October 3, 2022 / by Russell Collins / Connelly Corner, Prospecting / 0 comments
By now you should be familiar with the concept of the File Note and how it helped me increase my closing rate to 9 out of 10 in life insurance sales. I found that the reaction to my file notes was one of people looking forward to our next meeting and how I was planning to deal with their particular situation. I called that meeting my Strategy Paper Meeting (SPM.)
Within the file note that they had previously confirmed, were a number of answers to my questions that highlighted problems to which they were not even aware existed at that time. My dissection process was to draw attention to those questions and their answers in such a simple format that would allow for frank discussion.
So, generally, the format for the SPM would look like this:
Read more
Zoom Fatigue: 5 Steps Financial Advisors Can Take to Overcome It
September 6, 2021 / by Don Connelly / Best Practices / 0 comments
Living in a virtual world as we have for the last year and a half has had its benefits as well as its drawbacks. COVID-19 accelerated the adoption of technology that has helped financial advisors become more efficient and productive with greater outreach to clients and prospects. But it seems that advisors are reaching peak “Zoom fatigue,” an actual medical condition that can have a debilitating effect similar to depression. If you think you may be suffering from Zoom fatigue, you can make some simple adjustments to adapt to the conditions that cause it while enhancing your virtual presence.
Read more
4 Tasks You Can Delegate to Grow Your Business
April 1, 2019 / by Don Connelly / Best Practices / 0 comments
To grow your business, you need to focus on what’s important and this generally means prospecting and meeting with clients. There will be a host of routine tasks that don’t require your continual, personal, input. Hopefully, you work with an assistant.
Identify your non-revenue generating activities – as well as activities that lie outside your core competencies – and delegate them. In this post we’ll look at 4 tasks you can and should be outsourcing – leaving you free to take on key areas of your business.
Read more